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Price
Objection Realities
by Tom Reilly, author of Crush Price Objections
For salespeople there are certain realities when it comes
to price. Accepting and acting on these is a step in the right direction.
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Your company is not a
non-profit organization, even though I have met salespeople who sell that
way. Your company exists for one reason--to make money, hopefully a lot of
it!
-
You will lose some business
because of your price. In fact, if you never lose a sale because of your
price, your prices may be too low.
-
You will sell in spite of your
price. Every salesperson I have ever met can tell me about a sale that he or
she made in spite of their prices being higher.
-
Whoever is better prepared for
the price negotiation (you or the customer) will emerge from that
negotiation victorious in their gains.
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Someone else's opinion of your
price does NOT make it high; it is strictly their opinion.
-
Your competition does not cut
your price; only you can do that. They cut their prices and you cut your
prices.
Happy Value Added Selling!
About the author: Tom Reilly is a professional speaker and author of Value
Added Selling and Crush Price Objections.
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