Salespeople often want to talk to me about pricing. I am always quick to tell them that what they first need to focus on is value in the eyes of the customer.
Value and price are not the same thing, but salespeople often allow their customers to think of them as the same thing. When price is the...
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Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of making a sale. Here’s a sample of that typical conversation:
Salesperson: “We have to...
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Have you ever asked yourself, “Is low price a feature or a benefit?” Few salespeople have asked such a
question, yet so many of them do indeed sell price as a feature.
They often don’t even try to turn price into
a benefit. Honestly, I don’t think it’s a benefit either, but you’ll need to...
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It is natural to believe that the customer
controls the price. After all, it’s the customer who either accepts or rejects
the price, right? I’ve heard this argument
from a number of salespeople and sales managers.
The problem with this belief is that it is
wrong. In reality, the...
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One of the common responses to a tough selling environment is to let anyone on the sales force offer a discount.
And that's the problem. The key word is “anyone.”
What this means is that cutting a price to
secure a sale isn’t a competitive advantage, because it can be done...
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Professional
buyers are just that – professional.
They didn’t get that way by being a slouch. Today’s buyers are more educated and equipped
to do battle with salespeople than ever before.
I hate to
say it, but too many times the buyers are winning. And they are not just
winning by a...
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