Monday, October 7, 2019

Your Price is Too Low


Sooner or later, you will be talking about price.

Despite all of the effort we put into crafting just the solution the client needs; understanding “what’s keeping them up at night” (which is, by the way, a terrible question to ask a client); and goals the client is trying to achieve, someone is going to ask for a price concession.

Why does that always seem to be a surprise?

Anyone who has received urgent emails or calls from colleagues about the client’s ask for a lower price knows what I am talking about. “How should we respond?” is usually the question. And we discuss some strategies to address the issue.

But in the back of my mind I always wonder: why didn’t you have a plan for this? We all know a request for a price decrease is going to come.

When was the last time the client told you, “Your price is too low”?

Planning a successful sales strategy is all about being ready for the unexpected; it’s a given that we should be ready for the expected.

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