Comments on: If You Are Not Going to Sell Price

By: Michael

Michael — Tue, 20 Jul 2010 22:46:08 +0000

A strong inner frame around your value, and your service values comes through in volumes when having this conversation with a prospect, as much or moreso than all the technique in the world.

It’s critical for your less experienced sales pro to understand that not every prospect understands or can be taught the price/value concept, and when to walk away or fire a customer that does not respect your value prop. They need to make choices around where they spend their time, and as Sun Tzu would say from the Art of War, retreat is still a form of attack.

Regardless of your value prop, you will never capture the total market at the price you need to sustain it. Not everyone will buy an iPod.

By: Laura Kucharczyk

Laura Kucharczyk — Thu, 15 Jul 2010 14:24:38 +0000

I associate buying on price with shopping at Wal-Mart vs. Target. You might spend a little more at Target, but the shopping experience is so much nicer!

By: S. Anthony Iannarino

S. Anthony Iannarino — Thu, 15 Jul 2010 02:20:35 +0000

That’s a great weapon to have in your arsenal, Joe. Too many sales organizations allow themselves to get to an apple and oranges comparison and lose. All things being equal, you go to price. All things not being equal is something else altogether.

Anthony

By: S. Anthony Iannarino

S. Anthony Iannarino — Thu, 15 Jul 2010 02:18:31 +0000

The great thing about a blog like this is having readers who can point out the most important and overlooked point of your whole post. Belief is everything! Thanks, Brian! I may have to go back and add your point!

Anthony

By: Brian Jeffrey

Brian Jeffrey — Wed, 14 Jul 2010 11:18:05 +0000

When a salesperson doesn’t believe that the value of what they are selling outweighs the price, neither will the prospect. This causes salespeople to go to their sales managers, hat in hand, begging for a lower price.

My advice to these salespeople is either believe in the value of what you sell or find something of value you can believe in and sell it.

By: Joe Fisher

Joe Fisher — Wed, 14 Jul 2010 02:18:38 +0000

You’re right Anthony. Demonstrating value by differentiating your product or service’s offering is what makes a good salesman great. I am in Construction Sales and with the market down, many customers are very price sensitive and get a lot of pressure from management to go with the lowest initial price. If you can’t demonstrate clearly how your product is the lowest COST, your dream client will default to the lowest initial cost. We use a spreadsheet that breaks out all of the costs of using a system and compare them side by side. At the end, they see that when you add up ALL of the other indirect costs, the product with the higher initial price is usually the lowest overall COST.

Thanks,
Joe Fisher

By: Tweets that mention If You Are Not Going to Sell Price -- Topsy.com

Tweets that mention If You Are Not Going to Sell Price -- Topsy.com — Wed, 14 Jul 2010 01:27:40 +0000

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