Results-driven professionals can find themselves stuck

with declining commission rates and fees, because

there is always someone who is prepared to undercut on

price.

Despite all your effort to build long-term

relationships and offer great value, when that

transactional point arrives, your prospect didn’t

think of you. So much for “top-of-mind!”

To make matters worse, when you do finally get a

chance to pitch, your prospect is only focused on your

fee – not the awesome, life-changing value of your

action plan.

And even though you have absolute belief in the

abundant quality and rich value of the service you offer,

a nasty little voice inside your head starts up – “You’re

wasting your time here; they’re never going to go for

that; you might as well pack up now.”

When we listen and engage with that nasty voice and

we shift from focused on the task to focus on our

self. It is a subtle but devastating shift in our focus.

It kills sales and downgrades our fee.

Fundamentally there needs to be a change in your

mindset if you are going to change the fee associated

with your service. When you stop taking those nasty

voices seriously and you can stay focused on the job you

are there to do – you can stay focused on the task and

not yourself.