Dealing with the Price Driven Buyer
How to sell value and not price
Getting pushed on price? Want to develop strategies to make sure you are not giving away too much?
As a Trusted Advisor, one of our qualities is that we can be a value creator, someone who can hold more margin in every piece of business.
In this program we explore the new marketplace – one where the buyer is trying to commoditise every offering from all vendors .
In this new world it is our job to package and sell differentiation.
to deal with the price driven buyer
- A process
to justify a more premium positioning in the market and to protect it!
- Key questions
to ask your buyer to uncover they real motives for purchase so you can target your message
- 9 phrases
to combat any direct buyer who is determined to make you discount during the process.
- A strategy
you can immediately apply on your next sales call to keep one step ahead of a price conversation.