Pricing

5 Reasons Why Your Prices SHOULD Be Higher Than Your Competitors

I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’,…

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10 Things Your Prospect Wants More Than Lowest Price

There’s a great saying that I’m sure you know well; “The bitterness of poor quality remains long after the sweetness of low price is forgotten”. Most clients know the association between low price and poor quality. Here are 10 things…

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Use This Method To Help You Overcome This Common Objection

One of the biggest objections sales people face that causes most discussion is the issue of price. The holy grail of salesmanship is how to find the best way to convince their customers to pay the price they want for…

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Use This Wording When Revealing The Price To Your Prospect

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope you’re…

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When Your Customer Asks You To Match Your Competitor’s Price…

You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. Price is always a mirror of…

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How To Avoid The Awkward Question Of Budget

How many times have you been in conversation with a prospect and the question of budget comes up? You want to know if you’re pitching in the right ball-park, so you go right out and ask what budget they were…

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The Best Question to Ask When Customers Enquire About Your Price

The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer exist or will have suffered dramatically. One thing that…

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The Reason You Shouldn’t Pay The Lowest Price

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….

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

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,…

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Price Objection? Is It The Price Or The Cost?

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the…

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Can You Change The Price Only Prospect Into A Good Loyal Client?

In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service,…

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4 Powerful Reasons To Walk Away From The Price ONLY Prospect

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else,…

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