It's a fact that buyers seldom leap to the lowest price. They buy for their own reasons, and, they often buy from someone they can trust -- someone they feel is creditable. This is truly in your control, if you just remember that people buy from people they like. People like people who are just like themselves. The truth is that you, personally, do make the difference in getting the order. Most important... never answer an unasked question! Salespeople often hear a question when, in fact, the buyer is simply making a statement. “Your price is too high” is a statement, not a question. Yet, typically, the salesperson hears it as both a question and an objection. Then, with the pressure on, they fight to address the issue with some statement that starts with, “Yes, but....” "Your price is too high" does not call for an answer; it calls for a question. This statement from the buyer is obviously designed to put a tremendous amount of pressure on you, and the buyer is waiting for your response. Shift the pressure back to the buyer. They made the statement -- they asked for it -- so give it back to them. You can do this by helping your prospect clarify their statement. This is simply done by asking a question. The next time you hear the predictable sentence, “Your price is too high”...pause, look your buyer in the eye, and in a nurturing tone of voice respond by saying, “By too high, what do you mean?”

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Put the pressure back on their side and they will clarify their statement. It may mean they need to see value to pay your price. It may mean they were expecting a higher price and got one, or they may want to know if there is any room for negotiations. If they want to play you to drop your price, put the ball pack in their court by simply responding, "You must be saying that for a reason." Selling is like the game of tennis; you score points only when the ball is on the other's side of the court. Keep the pressure on the buyer's side of the court, and you will score points and win at the game of selling.

Some salespeople can handle just about any sales problem except when it's about price. They can answer the most stubborn objections about quality, delivery, or timing. But when it comes to pricing issues, they are quickly thrown off track. When the buyer complains about cost, the salesperson is cooked. It's over and the salesperson easily drops the price.

I am not trying to minimize the obstacle of price issues, but for many salespeople it can be a tough one. Salespeople should not cave in when they meet it. Let's examine some factors in the pricing picture.

The graveyards of bankrupt business are full of companies who were afraid to charge full price for their work. In other words, companies must price their products/services so they can be sure of sales and profits. Never be afraid to ask for the full and legitimate value for your products/services. You are entitled to get it!

Never be defensive or apologetic about your price. Never let the sales call slide down into a price war. You will lose control, the order, and the profit. Meet the situation, not the price. Remember value is the key, not price!

Typical salespeople go to war when they hear the words, “Your price is too high.” They have been taught to respond with statements like, “I know you can get it done cheaper, but you might not be happy with the work.” They are prepared to fight intelligently for their price. They present logical reasons why they should still get the order even though the price is “too high”. They offer evidence of the benefits of buying from their company.

Other salespeople just bail out when the price issue comes up. Still others still go on with their presentation even after the sale has been lost, hoping that something magic will happen.

Remember, statements like “your price is too high”; “other bidders have come in lower”; “you are not the lowest”; “I am not sure”; and "that's more than I expected" are not questions.

So never answer an unasked question! Simply respond with, “...which means?”

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About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients! " Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly at 866.840.8305 or 410.442.5600, or send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Learn about a few of our numerous sales success case studies, some of the many clients we help, and request a free white paper while calling us or visiting our website.

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