Every salesperson has struggled with the issue of being confident when it comes to price. It is one of the main reasons I wrote the book, High-Profit Selling: Win the Sale Without Compromising on Price.
One of the best ways to increase confidence is to zero in on the key benefits customers are seeking. The more benefits or “outcomes” you have been able to identify, the more confident you will be. The reason is simple: you will have a better understanding as to why what you have to offer is so important.
You increase your confidence when you increase the customer’s confidence in how you can help them. The answer is in determining the needs of the customer. This is a key reason why it is not smart to put a price out in front of a customer until you have had time to fully unpack the customer’s needs.
The price you get is a direct reflection of the confidence you have and the confidence you have is a reflection of how well you know the customer. I believe there is a straight line between uncovering the needs of the customer and price. When a customer rejects a price, are they rejecting the price or are they actually rejecting the value equation? They are rejecting the value equation. Increase the value and you increase the price. In my book, High-Profit Selling, I talk a lot about this issue. If you have not read my book, I strongly suggest you get a copy today.
Right now you can grab a Kindle copy of the book High-Profit Selling for only $2.99. This is a special offer for the month of April only. Once April is over, so is the low price!
Give it a read and leave a review to let me know how it helps you and your company. I know it will!
Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results