Am I Bovvered?

Perhaps unsurprisingly, people's views on price acceptability can vary with circumstances as well as with the issues they face and the products and services they may be thinking of buying.  One set of circumstances that can vary from occasion to occasion for the customer concerns money and the way the customer is spending it.

There are essentially four ways in which money is spent, depending on whose money it is and on whom it is being spent.

* Spending your own money on yourself - You'll want the biggest 'bang for your buck'!
* Spending your money on someone else - You'll still want the biggest bang but if you're
   not sure, you just give them the money - As you might with a Birthday or Christmas
   present.  But then you've put the recipient straight into the previous category!
* Spending someone else's money on yourself - There's little incentive to economise!
   You just need to ensure you're not being totally ripped off.
* Spending someone else's money on a third party (for example Government
   programmes) - Again there's no motivation to economise as there's no incentive
   for spenders to evaluate Return on Investment for those providing the money,
   or to ensure that the expectations of the recipients are being met.

“There are four ways in which money is spent, depending on whose
  money it is and on whom it is being spent”

Understanding this pretty simple structure enables the supplier to set their pricing accordingly, so it is essential in your questioning to establish whose money is being spent and on whom, amongst the many other pieces of information that allow you to fully understand the customer's problems and the circumstances surrounding them.

If you agree with these thoughts and would like to find out more about structuring your business in a better way, selling properly, how to make sales without selling and get paid what you're worth,, visit www.sws3.co.uk to download 30 more free practical ideas you can implement straight away in your business.

Service providers who charge for their time or their materials, or whose prices are influenced by their competitors can find out how to get paid what they're really worth at www.sws3.co.uk