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Winning The War On Price Resistance By Tom Reilly

As long as supply and demand are key economic drivers, there will always be price resistance. How do you win this war on price resistance? One battle, one sale, at a time. Every time you hold fast on your price and protect your margins, you win. Every time you make a prudent discount decision, you win. Every time you negotiate a good deal for you and the customer, you win.

What I’m saying is that there will never be a time when you can totally escape price resistance. It is a daily reality for salespeople. If you prepare, you can win more of these price negotiations than you lose. Preparation lowers your risk and builds your confidence.

 
Preparation means being able to answer these questions. Why should someone pay more to do business with your company? Why should your product command a higher selling price than the competition’s product? Why are you, as a salesperson, worth more to your customer than a competitor's salesperson?

 
Buyers lay out money for your solution. What is the down line outcome of their laying out that money? What they pay for your solution is a short-term consideration. The value they receive is a long-term consideration. So, why is your long-term value more important to them than their short-term payout for your price?

All of these questions prepare you to win the battle over price. Arm yourself with enough ammunition to fight back when the buyer says: Your price is too high.

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