It's Never About Price

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Permalink Reply by Duke Brown on October 7, 2009 at 10:25am

I totally agree that a salesperson needs to ask better questions and listen more to their prospect. Buyers have always shot for price even when the economy was good. However, if you think for a minute that service companies are not being forced to lower their prices because of the lack of available projects and glut of companies trying to stay in business you are gravely mistaken.

I am all about providing value through better equipment, better employees and an overall more responsive and communicative experience but these are undoubtedly different times were living in!

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Permalink Reply by Paul Lushin on October 8, 2009 at 2:20pm

What do you tell your salespeople or yourself when the prospect brings up the “Price is to high”
Do you or your salespeople make all your purchases based on price?

Salespeople are excepting this put off because they believe the sad stories. The prospect is giving this answer because they know the salesperson will take it because of the different times we are living in. People buy for emotional reason and if your salespeople or you don’t explore those reasons with the prospect than you will continue to get the same results.

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