Have you ever been in a scenario where you had to sell value, but your prospect was interested in nothing other than how low you could go? That might be an exciting proposition if you were trying to win a Limbo contest, but if you are trying to win the business and protect margin, you may have quite the challenge on your hands. In order to sell value to price shoppers, salespeople must be very highly skilled along with having supportive sales DNA and beliefs. Additionally, it will take lots of practice. Salespeople who tend to become emotional could lose objectivity and if they identify with buying based on price, they won't push back. If salespeople aren't comfortable having a financial discussion, they won't be effective at discussing the very issues that create value.
In this short video, I explore this challenge and sales management's response.
Is it important for you and your team to be more effective at handing price shoppers? Are you losing too many deals and wasting too much time? Get some quick feedback on your sales force and the other things that might be causing this.