Dec 4, 2019
Paul shares three ideas to help you sell on value when your competitor is selling the exact same product or service.
Show Notes:
What if a buyer told you, "I can buy the same thing cheaper down the road?" Is that really a price objection?
"Price shoppers will take your value-added solution and strip it down to its most basic, naked core-commodity product."
Price shoppers often try to commoditize your product and or service. They want to focus the conversation toward price. And if they convince your product is the same, you're more likely to discount.
"Price shoppers take a narrow view of the buying process." Some buyers view the end-to-end experience as a mere transaction, which focuses the conversation toward price. Expand the price shopper's view of their own buying process.
Big change happens little by little. Focus on small wins to win over price shoppers.
The salesperson brings 25 percent of the total value. Identify all the ways you, the salesperson, can bring more value to the experience.
Differentiation is key. Even if you're selling the same product, there are ways you can differentiate. "When you're attempting to differentiate your alternative focus on your…"
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