The Q and A Sales Podcast · 2024-02-12 · 11 min
Imagine spending six - nine months trying to close a deal. The customer is ready to buy, but they tell you, "Your price is double the competition!" On this show, Paul answers Jeff's question: "We consistently compete on price because our product is always the most expensive! When we compete on technical capabilities, we always have an advantage. But justifying the higher cost is a challenge. How do we avoid going through a long sales cycle and losing the business at the end? Customers always see the value in our extended capabilities but have trouble justifying the 2X cost." Paul responds, "The key is figuring out what makes your solution different or better and why that is meaningful to the customer." In this type of selling scenario, there are going to be multiple decision makers, and they are getting involved at different phases. You must identify who is involved and how they define value. This needs to happen early on in the buying process. "How are you going to sell them on your value, if you don't understand how they define value?" Additionally, multiple decision makers can complicate the buying process.
Why won't customers change? (Rebroadcast)46 / 100How do I avoid price too early in the conversation? (Rebroadcast)How do I validate and remind the customer of the value we deliver? (Rebroadcast)What is your best sales tip? (Rebroadcast)How do I build and sustain a value-added movement? (Rebroadcast)