One of the great things about selling things is you know the product better than just about everyone else. In my experience helping a few small businesses develop their pitches, I’ve recognized that you can be almost more effective in touching on what seems like your weak spots in advertisements, rather than seemingly avoiding touchy subjects.
As I’ve been preparing my own business, I think about all the reasons someone wouldn’t want to buy from me. Maybe it’s expensive, maybe there’s a need to do due diligence. Regardless of the reason, you can interpret these objections more as questions than as showstoppers.
So, why is it priced this way is a good question. If you have a breakdown of why things cost the amount they do, people will appreciate and listen up. “Well, this aspect cost me X to develop, and we save you X time/effort/money”. Or, even better, if you’re beating the competition in terms of price, you might not even have to explain how you’re selling.
One thing a lot of consultants do, which I think is an effective approach is to think through the questions and objections they’re likely to receive. Once that’s done, they don’t have to think about how to fix things on the fly, and can instead devote their effort to actively listening to those asking them questions.
Isadore Johnson's Website 