The next time your sales prospect tells you your PRICE is too high, ask the following question:
I can understand your need to get the most for your money, what criteria is important to you to determine you’re getting the best VALUE?”
Whenever a sales prospect tries to corner you on price, get them to discuss the criteria they use to determine value. They always respond back with a set of unique criteria that’s important to them such as service, delivery, quality, customer satisfaction, etc. That allows you to minimize price and talk about other sales criteria that’s important to them.
Contrary to what prospects say, when it comes to closing the sale, price is rarely the reason they do not buy. If you don’t believe it, look at the car they drive, where they live, where they dine, what they wear. Their buying decisions are almost always based on value.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.