SalesDog Sunday Tip 3

Here's this weeks tip:

Disarming the Price-Squeezing Customer
Paul Cherry on Price Objections

What's a salesperson to do when customers are more concerned with getting a low price than getting the best value for their money? Find out how to get customers to look past the price tag by uncovering what they value most.

You've been prospecting this company for ages, and finally got your foot in the door. You're apprehensive because you're meeting with the purchasing agent - not the big boss, but it's a start - and you know you'll get hammered on price!

The agent shakes your hand. "Tell me what you can do for me - and how much it'll cost me." Already, he's squeezing you on price! You want to make him recognize the value of your business solution. He only wants to dance around it, singing, "Sure, value's important. But how will you save me money?" To land this sale, flip the record and hear what he's really singing. Here are six techniques to build rapport with mid-level decision-makers and prevent them from getting hung up on price. Continue

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