One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.
Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.
The price is an arbitrary figure with no inherent value in itself; it’s just a number and means absolutely nothing until it is made relative to something of value. Clients don’t see a price, they see and look for value.
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