One of the biggest mistakes salespeople make is underestimating the importance of being “price resistant.”
This kind of P.R. is key if you want to see more and better sales.
Here is how it works:
Think “Price Resistant” whenever the customer challenges you on your price. The first time they bring it up, simply ignore it.
You may be wondering what you do if they bring it up again. If this happens, the right response is to share again with them the most important benefit they will receive from what you are offering.
Don’t fall for the temptation to suggest any kind of better offer unless the customer raises the price discussion a third time.
If you have never used this strategy, I imagine you are envisioning it being very awkward. However, to ignore a customer’s price concern the first time they suggest it can go smoother than you realize. And the more you strengthen your skills in this… the more “price resistant” you become…the more equipped you will be to show your customers the value in what you offer.
Good P.R. really can go a long way when it comes to sales success! How Price Resistant are you?
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.