Selling Smarter and Leaner

Posted by SalesBlogcast under Sales
From http://salesblogcast.com 5577 days ago

There are reasons why people worry about selling on price... Shame and Embarrassment - Client Retention - Margins, Quotas, Commissions - But there is another point of view...

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Written by ShawnHessinger
5577 days ago

Hey Doyle,

I agree with you about 50 percent here not because I think we should keep talking value and never lower prices when warranted, but because I think value is related to price. If your service or product is badly priced, whether in a recession or not, it's a function of value simply because someone may like what you're selling but not the price assigned to it. Hence it isn't valuable to them. However, I think there's a BIG difference between this scenario and the situation in which a customer simply sees no value in what you're offering and is using price as an excuse. In this case, if you aren't aware what's going on in your client's mind, you may simply be buying their business with incentives and price cuts. If you can't sustain these giveaways when times get better, you may soon get another harsh lesson in what kind of value these types of customers truly place on your products and services.

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