The Great Pricing Debate: Who brings it up first? You or Your Client
https://www.longraham.com
When I talk with sales professionals about challenges they face with clients,
the topic of pricing and pricing resistance often comes up.
It is important to talk about for sure.
The question I have is, “Who initiates the discussion about pricing?”
There is a big difference in being prepared to talk about pricing and
expecting to talk about pricing.
The difference lies in how you approach the presentation.
If you expect to talk about price, you end up selling to price.
We’ve all done it, including me.
We’ve heard our client bring up price so often that we want to overcome the resistance to price before it even comes up.
So, we end up selling to price.
If you are prepared to talk about price, then you are ready to offer solutions.
Being prepared to talk about price means you focus the presentation on how your product will contribute to your client being more productive and more profitable.
If your client brings up pricing alternatives after understanding what your product can do for their business, then you can offer mutually beneficial alternatives.
One of the best alternatives is to exchange their commitment for pricing incentives.
If your client is willing to commit to:
Buying a minimum number of units,
Buying for a specific time period
Buying only from you in an exclusive arrangement
Then you can offer pricing incentives from a position of strength.
If you are looking for more ways to connect with your clients and grow sales,
go to longraham.com and schedule a call.
For now, I’ll get out of here on this.
In one of my keynotes, I talk about anticipating your client’s response before they give it.
Expecting your client to bring up price often becomes a self-fulfilling prophecy.
Instead, focus the presentation on how your product can make your client more productive and more profitable.
Then, if they bring up the topic of price, you can negotiate from a position of strength.
It’s good for business.
And, it’s good for you.
Thank you.
#getwuw #sales #salesresults #salespresentation #price
For more information, go to https://www.longraham.com
contact:
web site: https://www.longraham.com
email: lon@longraham.com
Phone: 703 727-6228
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