Overcoming the Price Issue |
| Written by futurebusinessideas.com | |
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Price is almost always the foremost issue that consumers think about when it comes to deciding whether or not to purchase a product. Even if you have the greatest product and a superb sales force, it is still possible to lose customers just because of the price. Despite its importance, the issue of price can be circumvented by implementing a few key strategies that will accentuate other strengths and features of your product.
Even with a great price, a prospect will not make a purchase if they are not interested in what you have. Stop trying to sell to somebody once you realize they lack qualification and/or the means to purchase. Continuing to sell simply wastes your and the other person's time and makes you come off as an incompetent salesperson. Identifying someone as a valid prospect is the first step to ultimately closing the sale.
You may be aware that there are some people who make their decisions based solely on price, and others who care about factors beyond that. Classifications have been set up to group these people into types; transactional buyers and value buyers. Transactional buyers do not care about a relationship with the salesperson and only want to know if the product is a good deal. Value buyers, on the other hand, make a decision to purchase based on how much they trust the salesperson, and not so much on their faith in the product itself. This type of buyer is much more lucrative to your company, although to win their business and respect, you need to prove your own competency and concern for them. To essentially eliminate price from the initial equation, there are several measures you can take, starting with setting up the appointment. Many salespeople place too much emphasis on the prospect and on expediency, which makes them come off as unimportant. Tell the prospect you have something that will be of great assistance to them, and it is critical that you talk to them about it. Do not come off as weak by saying, "I'll only be a moment", or, "Just allow me a moment of your time." If you are a confident salesperson, you know your product is important and you need to let your prospect know that too. When you do meet the prospect, and they ask about price, immediately change the suspect. Tell them that price is not an issue; it is how the product can solve their problems that needs to be addressed. |
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