How important is price?

How important is price? Sales people and customers usually have a different answer to this question. Most sales people think price is the most important issue in making a sale. This is why sales people are so quick to cut their rates. Researchers have found that buyers actually put price as their #8 concern. What is their #1--will the product do what they want it to do, will it fill their need. In a word, customers are looking for value. Why do they bring up price so often? When people don't understand the value of what your are offering, they fall back on something they do understand, price. As sales people we need to change the focus from price to value. When a customer brings up price, remind them what they are getting for their investment.



Keep Smiling, Keep Selling!



Thanks Jim Busch