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Most salespeople are under the false belief that the lower the price Hjalte Froholdt Jersey , the better chance they have at making the sale. Nothing is further from the truth.

The truth is, your customer will not buy at ANY price if you do not have value established. When YOU truly believe in your product and YOU truly believe that it is worth the price, then the customer will believe as well and the price will become nothing more than a mere detail in the transaction.

There are a couple of mistakes you can avoid regarding the price of your product and how you handle it.

Price is not a differentiator; do not pretend that it is. Price is the least defensible differentiator in business and also the least effective. Customers understand that a company cannot be the lowest priced and still be the best. Yet companies still proclaim; 'We will beat all prices,' and 'Dollar over invoice.' The only reason they are making those claims is to try to beat their competition, but their competition is saying the same thing. Therefore, if your company is doing the same thing as the competition Yodny Cajuste Jersey , how are you any different in the eyes of your customer?

Then there are those salespeople who automatically lower the price as a means of trying to add value. When you lower the price as a means of trying to ?add value? to the product or to your company, you are actually doing the exact opposite. You are immediately telling the customer you know the product is not worth what you are asking and you're willing to lower the price.

Lowering the price in this manner, you create an uncomfortable selling environment and set up the customer for a bad case of buyer's remorse. If you were so willing to lower the price, what would you have done if they pushed you harder? They will automatically assume you would have gone even lower. This means that even though you gave them a better price, they are more likely to feel like they got ripped off. Seems counterproductive if you ask me.

In addition to buyer's remorse, when you start offering discounts Damien Harris Jersey , you are telling the customer this is the type of purchase where haggling is necessary. Therefore, by lowering your price as a means of adding value, you actually are taking value away from the product and from your company.

When you can eliminate using price as a differentiator and lowering price as a means of adding value, you can focus on what is truly valuable to the customer. By focusing on what the customer feels is truly valuable, you will make price a mere detail in the transaction. The obvious result will be higher margins and happier customers.

Top 10 Reasons You Need A Killer Elevator Speech Marketing Articles | October 3, 2007
It is my firm belief that virtually every person in business for her- or himself needs a killer elevator speech. Yes Chase Winovich Jersey , that means you, too. Wondering why a killer elevator speech is so important? See i...
It is my firm belief that virtually every person in business for her- or himself needs a killer elevator speech. Yes, that means you, too. Wondering why a killer elevator speech is so important? See if you recognize yourself in any of these scenarios:1. You want a great response to the question "what do you do?" because you've noticed when you reply that you're a consultant, the conversation stops right there, the other person's eyes start to glaze over Joejuan Williams Jersey , and you start to panic because you don't know how to revive this conversation without saying something that you know is guaranteed to put your listener to sleep, and in your heart you know that very few people want to be "educated" about insurance, investment opportunities, or anything else a consultant is selling.2. You want a clear, concise and wildly attractive (as in magnetic) value message that you can use in your sales presentations, on your web site N'Keal Harry Jersey , in the voice mail messages you leave, in your own voice mail greeting, on your business cards, and when you introduce yourself so that you stand out from your competitors. 3. You want to attract clients to you rather than chase them down. OK, maybe I'm just plain lazy, but I find it much easier and quicker to get clients using the principle of attraction rather than going on endless (and often fruitless) client scavenger hunts.4. You want to prospects to self-qualify by indicating interest in your deliverable(s). You never know who is going to respond to your offer Sony Michel Jersey , or who will want your product or service (it's not like people wear signs). Having a killer elevator speech that attracts your ideal clients helps you identify your prospects immediately (even when you don't recognize them on your own).5. You want to attract your best prospects to you so that you can convert them into clients quickly and easily. I don't know about you, but I prefer to close sales as soon as possible with as little effort as I can get away with. I've found the best way to do that is to attract the people who really want and need my services, so that the sales process is relatively short and painless for both of us.6. You want to be perceived as credible, competent, and professional. If you're tap dancing around what you do, and refuse to (or can't) be specific about your value to your clients Stephon Gilmore Jersey , you're not going to be viewed as a top resource. People respect the professional who knows what she does for her clients, and can articulate it in a few well-chosen words. By the way, your prospects can also tell when you're so desperate for clients that you're willing to say anything to get the sale, whether or not you're a good fit for the client's needs.7. You want everyone you meet to remember you, what you do, and who would be an ideal referral for you. People can't refer to you if they don't have a clear idea of what you do Tom Brady Jersey , and they won't remember more than 10 words about you, guaranteed. That's why your elevator . Cheap Nike Shoes China   Wholesale Jordan Shoes Cheap   Wholesale Air Max 2019   Wholesale Vapormax Mens   Wholesale Nike Running   Cheap Air Jordans Womens   Wholesale Nike Shoes Clearance   Cheap Air Max From China   Wholesale Air Max Online   Wholesale Air Max Free Shipping
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