December 14, 2012 by Bob Hill
Posted in: communication, In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, negotiating
Today, price is the major bargaining chip most prospects reach for first. With that in mind, here’s how to counter when prospects push you on price:
- Break down ROI. Tell prospects, in dollars and cents, how substantial their return can be from agreeing to a sale, as well as how soon they’ll see it.
- Show the cost of delaying. Reveal the potential revenue they’re losing – or money they’re wasting – by not doing business with your company.
- Have loyal customers do the talking. Use customer testimonials to prove some of the stats you’re presenting.