Price v$. Value: How to Avoid the Cost Trap
What do you do when a sales prospect immediately asks you, “What’s your price?”
We need to find ways to manage this sales conversation. Otherwise we are forced down that ugly rabbit hole called PRICE. When this happens we typically lose.
We need to take charge of the sales call. We do this by coming back with a strong response. For example, relay to the prospect that your company offers many choices and options. Then tell your customer the following:
So I can address what’s important to you, tell me:
1. What is prompting your interest?
2. What are you hoping to accomplish?
As a result, you’re shifting the sales conversation from price to value. That’s what ultimate sales pros do.
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