Written by Sean McPheat |
A recent straw-poll that we carried out with a series of buyers showed a interesting fact about how salespeople approach concerns that those buyers have.
We asked the question concerning how often salespeople resort to lowering their prices when price wasn’t really a concern.
Fully three-quarters of the respondents (74%) said that this happened most, if not all, of the time. In fact every buyer we contacted said that price concessions had been offered when price wasn’t the main issue.
One buyer stated that they probably are OK with the price on most occasions, but primarily need to know how it will increase productivity or increase their ability to get new customers. Another told a story of how a salesperson had returned an email the buyer had sent by saying he was willing to offer a 25% discount if the buyer chose today. And the buyer had already decided to buy! He said he pocketed the 25% with relish, thank you very much!
So, if price isn’t the only thing the buyers are looking for, what other items do you have that will build value in their eyes? What else would convince them that making the decision to purchase would be right for them?
Here are seven addition value-builders to consider:
Each of these could work together or independently of each other to show the value-adds that would make it more beneficial for the buyer to work with you.
By adding some of these ‘extras’ you are essentially saying to the buyer that there are more important things than just the up-front price that will help their company save more, produce more and make more profits.
Originally published: 7 May, 2015
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