Cheap price = Cheap salesperson.
Confident salesperson = Higher margins.
When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference.
What you’re saying is there is no difference in what you’re offering than what your competitors are offering.
Wow! Nothing like a confidence killer!
Your price reflects your confidence. If you’re not willing to be bold with your price, it is a reflection of lack of confidence, which is a result of you not understanding what your value proposition is.
Confident people do not offer cheap prices!
If you feel cheap prices at least create sales a higher price wouldn’t create, then what you’re saying is you’re not willing to maximize the profit you could be making.
Question you have to ask yourself is, “What is my value proposition?”
What do you need to clarify better? What do you need to reposition to create more value? What do you need to change about your sales process to better communicate your value proposition?
Confidence starts when you have a clear vision of what your value proposition is and how to communicate it. When you are clear with this, it’s only then you can begin to get your customer to believe your price is worth more than what your competitors offer.
If you want to be the cheapest, then don’t worry about your confidence. If that is the case, then not only do you not have to worry about your confidence, but you’ll also not have to worry about your business.
The reason is simple — there is no way any business can survive long-term playing the low-price game. Simply put, low-price is not a sustainable competitive advantage.
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.