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:
Submit Listener questions via Live Chat or email us at podcast@catalystsale.com
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Work With Catalyst Sale:
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Thank You
Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
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