5 Reasons Why Your Prices SHOULD Be Higher Than Your Competitors

expensive or cheap

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’, even though inflation is actually running lower than that figure. His frustration about the situation made me feel sorry for…

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10 Things Your Prospect Wants More Than Lowest Price

Libra Price Value

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 that the prospect wants more than the lowest price available. 1) Reliability And Dependability Remember those old, sad stories about…

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The 3 Step Process Of How To Give A Discount (Only if you have to!)

Discount stamp

The Correct Way to Offer a Discount: The Proper Price Drop “How do you effectively reduce your price to help you close the sale?” Reducing your price, offering discounts or “price dropping” is an extremely delicate issue requiring skill, practice and a strategy that when done right can do wonders for your business and career. However, reducing your price incorrectly…

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Use This Method To Help You Overcome This Common Objection

Price and value on weigher

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 their services. Remember, price is always associated with value, so if the price issue is raised often, think about how…

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Use This Wording When Revealing The Price To Your Prospect

team discussion in office

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 prepared for this”? When we are thinking about price, we automatically feel negative before we know the facts because we…

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

looking at 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 the value the prospect places on the solution, so if they don’t see the value, the price will always seem…

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Do You Try To Add Value? – Infographic

When selling to the prospect it is sometimes difficult to add value and get the message across to the client of all the wonderful features your product possesses. Here is an infographic which gives you seven different tools to add to your armoury of adding value. It can give your pitch or proposal that bit of added depth and will more…

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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 thinking of spending. You then sigh in disappointment as you realise the solution you’re selling is well out of reach…

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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 many salespeople tell us has risen high on the client’s agenda more than ever before is the concept of value…

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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. It’s unwise to pay too much, but it’s worse to pay too little. When you pay too much, you lose…

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