Aug 11, 2020
This week we have a listener
question - how do you avoid selling on price alone?
do you avoid selling on price alone?
do you go about figuring out what the problem is?
- If a
customer keeps driving conversation towards price, should we be
there other bad habits to avoid?
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
questions about what is going on inside the business relative to
the problem you solve for.
out why they are interested in having a conversation with you, why
they are interested in working with you.
careful about assumptions, ask why price is important to
“when you have made this type of decision before, what does the
process look like?”
- Include price on the first page of your
find ourselves focusing on features and benefits of the tool or
software rather than the actual business impact, the thing that you
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
more on value and business impact.
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