The price of your goods and services is always a primary concern to your prospects. Whether you like it or not, price is top of mind with the majority, if not all, of your prospects; and you probably find the question of price comes up in your conversations with prospects long before you have had
The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other terms your prospect is looking for a break on.
Step 1: Get into the right frame
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value.
Dave’s putting out some good content, judging by others’ SalesMarks…
This article handles the price issue a third way. Instead of getting pushed back on your heels, handling price objections by emphasizing value or, worse, discounting, start backing out the value-added services you would normally provide. Customers will start to see the difference you make.
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