Home Add to Favorite Contact Submit  
             29 March, 2024
 

    
Category:  Articles » Business » Sales Training

 

Comments Salespeople Hate Hearing: Part 4 - "What's your Best Price?"

Popularity:
         Views: 1733
2007-01-23 23:32:20     
Article by Jim Masson

There are several comments that salespeople hate hearing from their prospects. "What's your best price?" is one of them. When prospects ask this question, it creates a sense of panic in the minds of thousands of salespeople everyday.

The question can and will be asked by your prospects at absolutely any stage of the sales cycle. I actually have heard it asked as salespeople greeted their prospect.

If the salesperson mishandles this question, a number of things can happen. Unfortunately, none of them will put a smile on your face or a commission into your pocket . When mishandled, the question can definitely destroy your sales profitability or perhaps kill the deal completely by setting up the need to 'price shop'.

It can also take the salesperson off his or her selling plan totally and put the prospect in absolute control. Guess what? That's what the prospect is trying to accomplish, isn't it? The problem is that many salespeople walk right into the customer's trap by dealing with the price question prematurely.

Price is not the primary driver of most transactions in the marketplace. In fact, it ranks well down the list in most consumer surveys. A product or service that actually will work best for the prospect is far more important. So is affordability, which is significantly different from price, isn't it?

It is important to recognize the fact that slashing price prior to receiving a shopper's commitment to buy will seldom produce that commitment. Most prospects consider overall value and their financial ability long before being concerned about the actual price or the product or service.v

When value is demonstrated to be greater than the price being asked, price is seldom a major issue. One of the techniques that master salespeople employ is to defer price discussions until after value and the suitability of the offering has been established.

Specialized in: Jim Masson - Sales Trainer - Sales Training - Sales - Sales Work - Selling - Sales Positions - Sales Jobs - Sales Information
URL: http://www.sellingatmastery.com
Print article      Bookmark this page
Related Articles 
How to Become an "Invited Guest" Rather Than a "Door to Door" Salesperson and Explode Your Business (Popularity: ): Do you know the difference between the "Invited Guest" and the "Door to Door" salesperson?Let's look at the "salesperson" for a second. When I say this I'm talking about the "BETA" networker. If you have done any reading on Mike Dillard you will know what that means. The reason I know these two profiles exist is because I went through the Salesperson routine for too long, before breaking into the ...
Cartoon Drawing - Play With Your Creative Ideas (Popularity: ): Cartoon drawing is considered to be a great form of art that artists use not only to express their creative ideas, but also to address some serious issues with a lighter outlook. If you become more talented in this art you will be able to find some interesting career openings for yourself and will be able to take up cartoon drawing as your profession. There are some suggestions that eminent ...
Determining Value in Training (Popularity: ): How does one determine value when training? Does it seem possible that many of us have lost our ability to correctly assess the value of the programs that are delivered? I know, starting an article with two questions is not the ideal method for making an argument. Nevertheless, I am of the opinion that the value of 'questions' is greater than the value of 'answers'. Therefore, I submit these questions ...
How to Use Time Management to Become a More Successful Sales Professional! (Popularity: ): Time is LifeEach day comes with a package of 24 hours, distributed to all equally. It is up to us to make the most of the 24 hours in each day that are given to all of us. There is so much to do and so little time is the common complaint these days. Within these 24 hours we have to work, sleep, take care of our body and mind, ...
Training Budgets - How Much is Enough? (Popularity: ): Training spending per employee is a question that every mortgage company owner wrestles with. How does one balance the amount spent and how does it correspond to the value obtained?This might help put things into perspective. It is from the Besin Study "Bersin & Associates Announce Comprehensive Research Study of U.S. Corporate Learning Market":"Spending per employee varies widely, depending on industry sector and the company size. The spectrum ranges from ...


Related Business 
Free Hearing Assessment (Popularity: ): Hearing loss is highly prevalent and becomes a growing concern with age and noise damage. When you lose your hearing, you may withdraw from people and things that are important in your life. Our Hearing Professionals will help you break free from the confinement of hearing loss. The house of hearing professionals provide complete hearing assessments and personalized hearing aid evaluations to best accommodate your type and degree of hearing ...
Best Hearing Loss Treatment (Popularity: ): Brisbane Hearing is an audiology clinic to provide professional diagnostic services to the local community in Brisbane. We are specialized in hearing test to fitting of Hearing Aid. We also offer other services such as, Online Hearing aid test campaign, Tinnitus treatment, supply of Digital hearing aid, various Hearing aid brands - Siemens hearing aid, Oticon hearing aid and Phonak hearing aid and solving Hearing problems.
Amplifon India (Popularity: ): Amplifon is focused on improving the hearing of people through excellance in customer care. Detecting and treating the hearing loss early is a significant step towards improving the quality of your life. We are the world’s largest Hearing service provider with over 3800 clinics in 18 countries. With over 60 years of experience and state-of-the-art diagnostics and rehabilitation equipment, at Amplifon we make sure you hear your loved ones the ...
Sonic Hearing Aid (Popularity: ): Sonic Hearing Aid is not just an Aid Clinic but an experience of Audio Life. The ability to hear is such a fundamental part of our lives that most people are taking it for granted. Hearing is a gift, but do we appreciate it enough? Most people who were able to regain their hearing ability with the help of the right solution describe a dramatic improvement in their quality of ...
Tolerance.org (Popularity: ): Aims to expose hate, racism, and bigotry by providing practical tools to promote tolerance. Includes a searchable hate map, a virtual tour of well-known hate sites with pop-up truth balloons, and ideas for teachers.
Teaching Tolerance (Popularity: ): Aims to expose hate, racism, and bigotry by providing practical tools to promote tolerance. Includes a searchable hate map, a virtual tour of well-known hate sites with pop-up truth balloons, and ideas for teachers.
Digital Hearing Aids & Hearing Devices (Popularity: ): Hearing aids & audiology services by Metro Hearing & Balance, Arizona. Explore extensive range and styles of digital hearing aids, hearing aid accessories & assistive listening devices. Using these principles Metro Hearing has helped thousands of valley residents to overcome the problems they face due to hearing loss.
Florida Hearing Aids and Hearing Loss (Popularity: ): Sound Advice Hearing Solutions of St Petersburg, Tampa Bay’s Top Choice for Hearing Aids and Hearing Healthcare Since 1974, Located Just Minutes from Tampa, Call Today for a Free Hearing Analysis.
Buy Hearing Aids - Leightons Hearing Care (Popularity: ): As a leading hearing care retailer, Leightons provide a full service for anyone worried about hearing loss. Through our Hearing Care Centres we conduct hearing tests and provide impartial advice on all hearing concerns. We offer a considered range of new digital hearing aids and a full hearing aid aftercare service.
Hear-it (Popularity: ): Large web-site on hearing impairment and hearing loss with facts, figures, causes, signs and consequences of hearing impairment. Personal experiences, good advice, children and hearing loss, treatment, hearing aids, debates for hearing impaired and their relatives.