Competitive Prices - Why Do Prospects Bring Them Up?

Posted by Dave Kurlan on Mon, Apr 16, 2007 @ 23:04 PM

A group of salespeople in today's training revealed that their biggest challenge is dealing with prospects who tell them that they saw something similar for a lot less money.  When asked how they handle it, they unanimously said that they justify (read defend) their price.  They failed to realize was how weak their position is and that the prospects don't really care.  They also weren't aware that they were assuming that that prospects bring this up is to get a better deal.  But prospects could be bringing this up just to "let you know..." or because they are confused, or because they want you to know they've been looking around, or because they don't know how your product or service is different.  They could even be attempting to help you!

Why does this happen?  Weaknesses impact how salespeople will respond and in situations like these their Non Supportive Buy Cycles and Self Limiting Record Collections are usually to blame.

When you coach your salespeople, make sure you take these weaknesses into consideration because simply telling them what to say usually won't change anything.

A better way to handle this scenario would be to say, "Oh, I saw that too. Do you have any idea why the price is so different?"  This forces the prospect to provide the reasons why - their reasons - good reasons - instead of the salesperson's.

©Copyright 2007 Objective Management Group, Inc.

Topics: coaching, selling, Performance

Subscribe via Email

View All 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards  

Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

Hall of Fame



 Hall of Fame

2020-Bronze-Blog

Top Blog Post

Expert Insights

Top 50 most innovative sales bloggers

Top100SalesInfluencersOnTwitter

Top Blog

Hubspot Top 25 Blogs

 

2021 Top20 Web Large_assessment_eval