Price Pressure…Where’s the Beef?

If your sales negotiations all too often deteriorate into struggles over price, you have missed the most important part of the sales cycle—building value. You have to persuade your client that what you are selling is a deal for them because it solves a specific need or problem that they care most about. If they are hungry, they care most about finding the beef and won’t bicker over the cost.

Sidestep haggling over the cost of your product/service by following these two sales negotiation training tips:

1. Presenting the price over the length of the contract. Much the way you might rationalize buying a new home or TV, consider the cost over the years you intend to live in it or watch it. And think of the family and friends who will enjoy it with you. In those terms, it probably costs pennies per minute.  For this to be effective, have your buyer determine the lens and have them calculate the value in their terms.
2. Pricing the product and then including other benefits “for free.” Perhaps you can offer a guarantee or free delivery or a dedicated service contact.  Look for additional value that you can add to close the deal that makes sense for both parties.

Don’t let price determine the success of your sale. Ensure that the value of your offering is well understood and appreciated by your customer in terms that make sense to them.