As published in: SalesForceXP - March-April 2010
Almost every salesperson stocks up on excuses why they're unable to sell. But is there any excuse more infamous than price? "If we just lowered our price, I could sell a ton of this stuff."
Oh really? People buy primarily based on price? If that's true, consider this.
If price really matters...
Everyone would buy generic drugs
No one would have cable or satellite television
The seat every fan fights for would be the last row in the stadium
Satellite radio wouldn't have over 15 million subscribers
No one would own an Apple computer
You would get your drinking water from a faucet
A Yugo would be in your driveway
Nordstroms would be empty
Everyone would shave with a single-blade razor
Starbuck's wouldn't have poured a single cup of coffee
The only food in your kitchen would be supermarket brand
The toilet paper in your bathroom would be single-ply sandpaper
And...you wouldn't have any clients!
After all, someone bought from your company. Not just one person, lots of people have bought from your company. Remember this the next time your salespeople argue that they can't sell because of price. It isn't the price, It's their inability to demonstrate value to prospects. People pay for value and have for a long time.
Lee B. Salz is a sales management strategist and author of "Soar Despite Your Dodo Sales Manager".
Almost every salesperson stocks up on excuses why they're unable to sell. But is there any excuse more infamous than price? "If we just lowered our price, I could sell a ton of this stuff."
Oh really? People buy primarily based on price? If that's true, consider this.
If price really matters...
After all, someone bought from your company. Not just one person, lots of people have bought from your company. Remember this the next time your salespeople argue that they can't sell because of price. It isn't the price, It's their inability to demonstrate value to prospects. People pay for value and have for a long time.
Lee B. Salz is a sales management strategist and author of "Soar Despite Your Dodo Sales Manager".