One of the issues that arise most in our sales training is precisely this: price and how to deal with it.
What to do when we are in the early stages of the sale, and the customer very abruptly questions us:
“But after all, how much does it cost?”
Sales rules tell us that we must create value in our customer’s head before we go on to close the deal.
Theoretically, that would make the price issue easier to address.
But is that true these days?
As far as we’re concerned, no!
These days our client is already well informed and tends to cut to the chase as we usually say.
This is a regular occurrence these days, most of the times because customers do it to disorient the reasoning … [ Read the rest ?? ] “Do you know how to handle the price question on a sale?”