It’s being able to overcome cost issues with real value.
In nearly every industry, there exists a company that charges more for its services than its competitors, yet it remains highly successful and profitable. This reality contradicts the common complaint from salespeople that they cannot compete with lower-priced businesses. The truth is that most people make purchasing decisions based on factors beyond price, such as quality, service, and their overall perception of the business. Salespeople and route marketers who understand this and adjust their approach accordingly can overcome the price objection and get more business.
Understanding the Prospect's Emotional Situation is important...
