dirty tip four

Telling customers who object to the price you charge for your product or service is as old as time itself. I want to add at the outset that if you run into this objection at the end of every sales meeting, then you have made one or all of the fundamental mistakes listed below:

• Mistake #1: You may not have spent enough time properly qualifying your prospect. Are you in front of the perfect future client, who needs exactly what you have to sell?
• Mistake #2: You may not have asked enough discovery questions. When you haven’t asked enough open-ended or open-ended questions, your prospective clients haven’t had a chance to explain their needs properly.
• Mistake #3: You may not have understood how to communicate your value to your future customer in terms they understand. The reason for this may be that you don’t fully understand your own value proposition or that you haven’t listened to your customer explain their real needs and expectations.

Avoid commoditizing your products

Remember that your prospects will respond to your product or service exactly the way you represent it. If you don’t know how your product or service connects with each prospect’s specific needs and expectations and how it will add significant value to them, then you can expect them to raise the issue or reject your asking price.

There are some fundamental pitfalls to avoid when it comes to ensuring that your prospects will accept your price.

You don’t fully understand your own value proposition and how to differentiate it in the marketplace.

1. Have you explored your product or service looking at all of its features and benefits?
2. Have you asked yourself the “SO WHAT” question as you explore each feature and benefit?
3. For example: Our sales training includes an online training solution.
   1. “SO WHAT” In other words, why should our prospects care?
   2. It means that each member of the sales team can work at their own pace.
   3. It offers a feature that enables sales team members to convert sales tools and techniques into new sales behaviors.
   4. Supports the conversion of short-term memory into long-term memory.
   5. All of the above means that organizations will see a marked improvement in the performance and results of their sales teams, which means they can enjoy a real return on their investment in sales training.