23Apr/071

Sales Training Minute Solution: Dropping Price

Presenting price is both an art and a science - you need to master both.

  • Create value before presenting price.
  • Never place a modifier on your price (regular price, standard price, catalogue price, etc.). Simply say the price!
  • Don't ever "wow" or "crack"
    Wowing - Communicating that you, yourself, are "wowed" by the price ("are you sitting down?" or "are you ready for this?")
    Cracking - Immediately folding under price pressure ("Where do we need to be?").
  • When the price assault starts (because it will) - simply stop, pause and justify the price ("Yes, our price is high...but let me tell you why it is where it is..." or "That's exactly why you should do business with us. Let me tell you all you get for that price...")

Is it that simple? Yes, it is.

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Filed under: IMPACT Selling Leave a comment
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  1. Gavin Ingham
    May 6th, 2007 - 11:29

    The salesperson also needs personal belief that the product / service is worth the money that they are charging.

    One good way of reinforcing this is to spend time with happy clients understanding why they are buying at that price rather than spending all of your time with people (including other members of your sales team) who are moaning about it!

    ;-)


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