In this video, our sales trainer Brian Kavicky discusses price vs. value and why your sales team should never think, “I need to lower my price in order to make a sale.” Instead of lowering prices in order to close, Brian shares how you can have a pricing conversation with your sales people to help them understand the real reasons why sales prospects ask for a lower price, and it really comes down to their understanding of price vs. value.
If your sales team needs a discussion regarding the “pricing conversation” and getting a “deal” for the client, they may be struggling with trading trust for price. Are they taking the prospects excuses? It’s important to realize that buyers don’t buy on price. We’ll help you on how to show value.
Connect with a Lushin coach for the tools and context of sales closing techniques and how to discuss them with the client.