When your buyer tells you this, what do you say? What is the buyer really saying? What is the underlying question? We get asked this question every day as sales professionals and the way we answer this question impacts the sales process in a huge way.
Real Life – We met with a prospect today and he said we were “expensive”. I asked him if he thought we were expensive if using our service would lead to a 10x return? Long pause…all of a sudden the focus shifted from price to return and the tone of the conversation changed…success. Voila!
Focus on the goals of the buyer and you will make progress and sell more. Stop pushing product.
Brick
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