Your price is a reflection of you, and the last thing you want to be seen as is a low-price salesperson.
The reason is simple. If you’re known by the low prices you charge, your customers will do one thing — push you to offer an even lower price.
On the other hand, if you’re known as a salesperson who helps customers with their problems and is therefore seen as a problem solver, you’ll attract a completely different customer.
To take an example from the B2C world, if you were to walk into a high-end restaurant, you’re not expecting to eat for the same price you would at a fast-food location, right? Conversely, if you walk into a low-price diner, the first thing you’re going to ask the waiter is what the specials are for that day.
Don’t set yourself to be seen as a low-price salesperson.
This is one of the reasons such simple things as the clothes you wear on a sales call and how you present yourself are going to be huge.
A high-end salesperson is not going to show up on a sales call with a few pieces of paper half-wrinkled. No, they’re going to show up with what they want to present in a nice folder. The pen they use to write with is going to be high-quality and so on.
Don’t kid yourself. Many times it’s the little things with how you dress and present yourself that will go the farthest in getting the customer to see you’re not out selling on price.
What makes this so relevant is by presenting yourself properly on sales calls, you can many times eliminate the idea the customer might have had about challenging you on your price.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.