Five words that strike fear in the hearts of most salespeople. Is there a foolproof formula for this objection, this bargaining tactic? Sales people face it regularly. Veterans strap on their armour of experience and enter battle. Rookies often lay paralyzed by it. And everyone hopes the prospect doesn’t utter these words, which is even worse as the unstated objection you can’t handle, because it wasn’t declared.
So in 60 minutes and 14 slides have we effectively provided the formula to deal with it? Judge for yourself. In our May 2017 Leadership Fitness Camp we concisely and poignantly presented the key principles creating the objection, and the proven techniques of dealing with it. More importantly and here’s where it really counts, they’re remarkably simple and rather easy to actually practice.
And you can access the unedited information right here. In part 1 of Your price is NOT too high, our post presented the forces that lead to commoditization and the negative impact on sales and profits from the commodity black hole.
In part 2 of Your price is NOT too high, we explore how to avoid getting into the commodity black hole in the first place with an emphasis on and exploration of differentiation.
And finally in part 3 of Your price is NOT too high, we share 3 practical approaches to dealing with the price obstacle. So if you missed our latest Leadership Fitness Camp, or if you attended (thank you that) you’ll now be better equipped to deal with this thorny little obstruction to your sales greatness.
If you’re interested in exploring how you can practically (nay even easily) gain supremacy in the battle of price perception, drop me a line.