“Your Product or Service is way too expensive” ❌
Basically, the Sale just started 👨💼
There are various aspects to such narrative:
1- Customer executed or read a benchmark and knows the marketplace
2- Customer did not do any research and is making the first step for a negotiation
3- Customer did not see the value and only sees a price-tag
4- Customer did not see the indirect cost-savings of your pitch
5- Customer’s business case has wrong figures, doomed from the beginning
So its all your customer’s fault?
💢ABSOLUTELY NOT 💢
It’s your job to:
1- ensure your product/service is in line with the market, or, explained the additional benefits that explain the delta
2- guide the customer on a buying journey, and not taking the first ‘no’ as a loss, it only just started!
3- to rethink your pitch and underline your value with facts and figures in the customer’s language
4- translate indirect value to customers value
5- validate and support the customer with data points from other deals that underline your case
🎯Never take something from granted, ensure all sales angles are covered.
Customers want to be guided… ASK more… CHALLENGE more…
Preparation is more CRITICAL than ever!
👉Your thoughts? Comment below
