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| − | In [[How you make the sale|How you make the sale]] the following points are made with respect to price in a negotiation dialog:
| + | The Five Pointers on Price |
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| − | # '''Don't lead with price'''
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| − | ## If the price is beyond what the prospect thinks is reasonable; they will quit listening the minute you give your price way and your chance to close the deal is finished.
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| − | # '''Build value before you talk about price'''
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| − | ## A bad deal is a bad deal at any price. Make sure you have properly sold your solution. Sell your solution before you hang a price tag to it.
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| − | # '''Ensure a apples to apples price comparison'''
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| − | ## It is easy to get trapped when a prospective customers says: "The last guy was a third lower than yours". Make sure the offers compare similar with respect to warranty, terms, delivery, quality.
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| − | # '''Don't appologize for your price'''
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| − | ## It is what it is. If it is higher, don't draw attention to it. The customer will notice it on his/her own. If you don't believe it is worth what it costs, advocate for lower prices or quit. It is impossible to sell a product you do not believe in.
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| − | # '''Focus on the [[Total Value Proposition|Total Value Proposition]]'''
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| − | ## This includes the price of the product, the reputation and of your company as a supplier. the terms and conditions of the sale and the other opportunities.
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| | [[Category:howtomakethesale]] | | [[Category:howtomakethesale]] |
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Revision as of 19:04, 27 August 2020
The Five Pointers on Price
