Dealing With The Dreaded Price Objection
Price objections are still one of the most commonly requested programs. In today's commodity-driven world it is easy to fall prey to discounting your product or service in an effort to capture the sale. However, there is a better way to deal with the dreaded price objection.
Overcoming Risk Aversion
Are you getting no action from the client? Have you effectively addressed the issue of risk aversion? Here are some tools to help address the issues that everyone faces when making choices and decisions.
How To Successfully Handle Objections
If you're like most sales reps, you hate to get objections. Your stomach aches, your palms start to sweat, and you can literally see your commissions fly out the window.
Value Selling: Getting Customers To Buy At A Higher Price
Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales professionals need to demonstrate that sometimes the higher price is actually a better solution - a higher value.
How To Avoid Competing On Price
If you are getting hit with the price competition response, the strategies in this article will give you the edge!
Avoiding The Price Question Early In The Sale
Whether you like it or not, price is top of mind with the majority, if not all, of your prospects. You probably find the question of price comes up in conversation with your prospects long before you've had the opportunity to build value. Here's an easy and effective technique for handling premature pricing questions.
Handling Price Objections
Price can be your most common, and most frustrating, objection in these difficult economic times. Here's a proven two-step formula for handling it.
Increase Your Prices To Survive Economic Downturn
Downswings in the economy, interest rate hikes, petrol price increases and inflationary increases are a fact of life, and unless you live in Zimbabwe, you don't really have a case to blame business failures on these external factors.
Think Before You Speak - And Avoid Undercutting Your Sale
Think before you speak - always sound advice, but it holds especially true in sales where a premature response can cost you. While it is tempting to offer a discount or better price, resist the desire to do so.
How To Deal With People Who Always Want To Deal
Many companies do not know how to deal with clients who constantly want to bargain. This is because consultants don't understand that once you make a single concession on price, you've enabled a behaviour which will inevitably cost you money and probably drive you crazy.
Customers Want More Than Your Best Price
When we give prospects a 'good deal', instead of 'best price', we will close more business, with happier customers, at higher profits.
Winning New Business: How To Avoid The Giving Trap
There's you in pursuit of winning new business, all excited by the prospect of landing a star client. You've spent months, even years, perfecting your policies and procedures and as quick as a flash you shoot yourself in the foot by giving stuff away.
Death By Discount
Cutting prices may seem like a good way to win sales but it can be fatal to your business.
Knowing When And How To Use Premium Pricing
It's obvious to most sales leaders that pressure from existing competitors (both foreign and domestic) and decreasing barriers to new competitors have knocked yesterday's unique offering off its pedestal, landing as today's commodity.
Outflanking The Buyer's Defences
One of the most potent motivations in organisational decision-making is the need for the buyer to reduce the risk of purchase.
Beyond The Product
This article is intended to act as a catalyst for those who feel constrained to negotiating the price and supply of their products.
A Solution To Pricing Problems
I was reminded of the problems with pricing when reading the article Hourly Rates? - No Thanks!.
Hourly Rates? No Thanks!
As an independent professional, how you charge for your services can either make or break you. It can mean the difference between a mediocre and a successful business. In my experience, most people don’t spend enough time thinking strategically about what pricing strategy they should use.
Giving It All Away
There’s you in pursuit of new business, all starry-eyed at the prospect of hooking a corker and what do you do? You misbehave, that’s what you do. You’ve spent months - years even - perfecting your systems, policies and procedures and as quick as a flash you shoot yourself in the foot and give stuff away.
Will You Do It For Less?
Discounting and how to avoid being hurt when others want you to cut your costs — the steps we need to take to firstly clarify what's going on and then what we can do to fix things up.
Pricing For Success
The old way to teach marketing began with the four P’s – product, price, promotion and place. These are still fundamentals, of course. Price is possibly the one that continues to get the most attention. But maybe for the wrong reasons.
Don’t Let Objections Be The 'Kiss Of Death' For Your Sale
After more than 35 years in sales, and 25 years training sales people from more than 300 different industries, I’ve reached the conclusion that most sales people lack the vital skills necessary to handle objections.
Are You Being Out Negotiated?
The story is a familiar one. They've been negotiating with the other party for a while and everything has been going smoothly. Then all of a sudden, this person has threatened to walk away, because they want a better deal. What should they do? Do I have a "Silver Bullet" cure to solve this problem?
Handling The Price Objection - Part 2
Using questions to counter price objections.
Handling The Price Objection - Part 1
Are you creating price objections?