One of the toughest sales challenges is dealing with the dreaded price issue. Yet, price is a discussion point in just about every buying experience. Buyers seek to make an acquisition for the cheapest price possible. While many argue that the right sales strategy is to position ” value” or argue ” best,” that explanation is tough for salespeople to swallow.
What salespeople really desire to understand is what is unique, why it is unique, to whom it is unique, and under what circumstances those unique aspects should matter to a prospective buyer.
With that understanding, they are able to explain what buyers get for the additional dollars invested. The good news is that buyers seek answers to the same questions as salespeople when trying to justify spending a penny more for something that appears, on the surface, to be the same as something else.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.