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Tag Archives: price versus value

Are You Really That Different From Your Competition?

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One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products are different, have differential qualities and will be better for our prospects than our competition’s […]

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The Reason You Shouldn’t Pay The Lowest Price

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I love this quote, often attributed to John Ruskin…. “There is hardly anything in the world that someone cannot make a little worse and sell a little cheaper, and the people who consider price alone are that person’s lawful prey. It’s unwise to pay too much, but it’s worse to pay too little. When you […]

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At What Point In The Sale Should You Disclose The Price?

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We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern, more educated consumer, many of which are demanding price before presentation; should you still try to avoid  talking […]

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A SMALL Price Decrease Is A BIG Deal

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While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. However, a price reduction – no matter how small – done incorrectly can cost you […]

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Is It A Price Objection Or Sticker Shock?

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A price objection is one thing. However, if you reveal your pricing and ask for the order, then after a comprehensive sales interaction, the prospect responds with a state of disbelief; you have a much bigger problem. The Molehill Really IS a Mountain In a price objection, of course, you failed to build enough value. […]

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