Comments on: When It’s Okay To Sell On Price Alone http://thesalesblog.com/2009/12/when-its-okay-to-sell-on-price-alone/ Adventures in the New Art of Sales and Sales Management Thu, 29 Jul 2010 21:57:31 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: Sales Training Program http://thesalesblog.com/2009/12/when-its-okay-to-sell-on-price-alone/comment-page-1/#comment-439 Sales Training Program Fri, 11 Dec 2009 15:40:55 +0000 http://thesalesblog.com/?p=1119#comment-439 When the prospect is ready to go (prospects needs are confirmed to be met) and they can pull the trigger but simply want a "better" deal and you as a sales person have the room price wise to make it happen. Although "better" deal doesn't also have to mean lower your price... Adding something of value is a great way to sell at full price... but that's a whole other blog post. When the prospect is ready to go (prospects needs are confirmed to be met) and they can pull the trigger but simply want a “better” deal and you as a sales person have the room price wise to make it happen.

Although “better” deal doesn’t also have to mean lower your price… Adding something of value is a great way to sell at full price… but that’s a whole other blog post.

]]> By: When its ok to sell on price. « Marketing101 http://thesalesblog.com/2009/12/when-its-okay-to-sell-on-price-alone/comment-page-1/#comment-434 When its ok to sell on price. « Marketing101 Fri, 11 Dec 2009 03:51:23 +0000 http://thesalesblog.com/?p=1119#comment-434 [...] Thesalesblog.com Categories: Uncategorized Tags: business, business development, business sales, marketing, [...] [...] Thesalesblog.com Categories: Uncategorized Tags: business, business development, business sales, marketing, [...]

]]> By: S. Anthony Iannarino http://thesalesblog.com/2009/12/when-its-okay-to-sell-on-price-alone/comment-page-1/#comment-422 S. Anthony Iannarino Wed, 09 Dec 2009 20:11:58 +0000 http://thesalesblog.com/?p=1119#comment-422 Thanks for the interesting comment, Dean. I believe it goes to my point. Sometimes the choice to sell price is just the easiest thing for a salesperson to do to win. It is almost always because of some lack of selling skills that can be improved. If you are selling "the full spectrum of variables in front of you," then you are not selling price. That is the right decision, use all the variables, build the best total solution. I have, as of late, seen this: A client is the low cost provider in their space, but their salespeople don't want to sell price. The company wants to sell price! They have developed their organization around the idea of operational excellence. The salespeople are losing deals on price that their company is strategically designed to win. (leave aside the compensation issue here . . . yes, they are compensated on gross profit and not revenue) It is a rare and novel issue, which caused me to write about it. I'm not sure that I agree that you aren't selling one thing; do your variables not roll up into the best overall solution (and doesn't that include some component of adapting a solution as things change)? Thanks for the interesting comment, Dean. I believe it goes to my point.

Sometimes the choice to sell price is just the easiest thing for a salesperson to do to win. It is almost always because of some lack of selling skills that can be improved. If you are selling “the full spectrum of variables in front of you,” then you are not selling price. That is the right decision, use all the variables, build the best total solution. I have, as of late, seen this: A client is the low cost provider in their space, but their salespeople don’t want to sell price. The company wants to sell price! They have developed their organization around the idea of operational excellence. The salespeople are losing deals on price that their company is strategically designed to win.

(leave aside the compensation issue here . . . yes, they are compensated on gross profit and not revenue)

It is a rare and novel issue, which caused me to write about it.

I’m not sure that I agree that you aren’t selling one thing; do your variables not roll up into the best overall solution (and doesn’t that include some component of adapting a solution as things change)?

]]> By: Dean Brenner http://thesalesblog.com/2009/12/when-its-okay-to-sell-on-price-alone/comment-page-1/#comment-417 Dean Brenner Wed, 09 Dec 2009 15:11:20 +0000 http://thesalesblog.com/?p=1119#comment-417 With our clients, we find that it's best to sell on the full spectrum of the variables in front of you... price, quality, durability, service... whatever you have available to you. We advocate not selling on any one single aspect of your value proposition because then your value is locked into that one aspect, and if the world changes, your perceived value changes. I agree that we should not be afraid to sell on price, but I would take it father and say that we all should avoid ever selling on any one thing. Respectfully, Dean Brenner With our clients, we find that it’s best to sell on the full spectrum of the variables in front of you… price, quality, durability, service… whatever you have available to you. We advocate not selling on any one single aspect of your value proposition because then your value is locked into that one aspect, and if the world changes, your perceived value changes.

I agree that we should not be afraid to sell on price, but I would take it father and say that we all should avoid ever selling on any one thing.

Respectfully,

Dean Brenner

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