You Don’t Need to Drop Your Price to Win on Price

Brandon Hull, at Salesteamtools.com, gives a nice formula for competing on price:

Here’s a simple formula to follow:

  1. Ask/Clarify. Make sure you understand the objection clearly by restating it back to your buyer.
  2. Isolate. Find out if this is the only concern he or she has.
  3. Answer. Tackle the objection or concern head-on with why your price
    is what it is. This should be done directly, with sound reason, and
    with a reminder of the client’s or prospect’s reason for looking for
    change.
  4. Ask. Ask for buy-in to ensure the concern has been resolved completely, and ask again for their decision.

But, you need to go to his blog to get the Secret weapon for competing on price | Salesteamtools.com

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