If you complain about price being a barrier, wear a bicycle helmet

Salespeople who complain about price as a barrier need to wear bicycle helmets.

As a salesperson, the next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy – the one that’s on sale for $10 or the sleek, ventilated $150 model that promises it meets all testing standards?

The bet is they’ll opt to buy the $150 model. Why? You need guaranteed protection from a helmet in a crash; as a cyclist you need good ventilation; and if you’re racing, you need a good aerodynamic design. All of which are promised by the more expensive model.

The same is true for many of the products and services being sold every day by professional sales people. … read more by subscribing.