Avoid Selling on Price - 211

This week we have a listener question - how do you avoid selling on price alone?

Questions Answered:

• How do you avoid selling on price alone?
• How do you go about figuring out what the problem is?
• If a customer keeps driving conversation towards price, should we be concerned?
• Are there other bad habits to avoid?

Key Takeaways:

• Price is one of those things that a lot of people want to know about, but no one wants to talk about in detail.
• Understand the value that you deliver to an organization.
• Ask questions about what is going on inside the business relative to the problem you solve for.
• Find out why they are interested in having a conversation with you, why they are interested in working with you.
• Be careful about assumptions, ask why price is important to them.
• Ask, “when you have made this type of decision before, what does the process look like?”
• Include price on the first page of your proposal.
• We find ourselves focusing on features and benefits of the tool or software rather than the actual business impact, the thing that you actually deliver,
• If you find yourself talking more about your product than your customers' challenge, you may be falling into a trap that will be relatively easy to compete with. Features are a dime a dozen.
• Focus more on value and business impact.

Show Links:

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