If you live by price - you will die by price

If you live by price - you will die by price - http://www.alenmajer.com Avatar Posted by alenmajer under Sales
From http://www.alenmajer.com 4030 days ago
Made Hot by: franpro on September 20, 2009 4:52 pm
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn't do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer enough, giving them information about your products or services is no longer necessary. They can get them by themselves, without ever talking to you or your company, and know more about your product and positioning on the market then you.

If they know so much about you, how can you try to sell them the same product without knowing their business situation or their needs?

Remember that customers are sophisticated; they either have or believe they can get product information more reliably on their own. Information is readily available through many different sources, 24 hours a day, 7 days a week. Internet is full of different forums, blogs, and review or research websites where they can get information about your product easily.

Customers don't just want a specific product; most of the times they want to solve their pain point or business issues. A customer in today's competitive sales environment does not expect to educate the sales professional about their business. Therefore, you must already possess a solid understanding of the customer's industry, competitors, and business direction.

Developing such a comprehensive view of the customer is a task that requires extensive researching and education to get an overall picture of the customer's business industry. The modern sales person needs to focus on understanding the customer's business initiatives, strategic plans, IT environment, and key customer preferences.

If you are still seeing





Comments


Written by lyceum
4028 days ago

It is all about quality, price and delivery (lead) time according to a purchaser. Will the product add value to the supply chain?



Written by smallbiztrends
4028 days ago

So true about price. If you make price the main issue, then why be surprised when the customer makes price the main (sometimes only) issue?



Written by ShawnHessinger
4029 days ago

It seems to me that when customers say the price is too high they are really saying there is a problem with the value of the product...at least the way it is being presented to them.



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