A Sales Compass – A Blog by B2B Sales Connections

If you sell a simple or transactional product where the customer can make the buying decision very quickly, don’t write the price on a brochure when the prospect asks for a quotation.  Write the price on an order form instead.  Not only will this give the prospect the information he has requested, but it will save a lot of time because the sale will close much more quickly.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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How do you tell your prospect your price? If you add adjectives like “our usual price”, “the suggested list price”, or “our regular price”, you are actually inviting the prospect to negotiate and ask for a lower price. Instead, try “the price is” and simply state the fact.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.twitter.com/SusanEnns, or www.linkedin.com/in/susanenns

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“Your competition does not cut your price, you do.” – Lawrence L. Steinmetz & William T. Brooks

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.twitter.com/SusanEnns, or www.linkedin.com/in/susanenns

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Are you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes!

Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. Would you walk into a car dealership and pay the price listed on the windshield? Probably not. Don’t be surprised if you are asked to negotiate to a lower price, expect it. What you can do, however, is change the way you handle it. You do not have to lower your price if you follow some basic principals. (more…)

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“When was the last time you heard the demand:  Get me the cheapest brain surgeon you can find!” – Alan Weiss

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com or www.linkedin.com/in/susanenns.

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“The bitterness of poor quality lives long after the sweetness of the lowest price.” – Author Unknown

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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