overcoming price objections
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The One Thing Most Salespeople Are Unable to Do
- October 27, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you guess what it is – the one thing most salespeople are unable to do?
Based on what I most frequently write about, you might think that it would be consultative selling, but that’s not it. You might also guess that it’s the sales equivalent of eating right – not doing demos and presentations so early in the sales process. But that’s not it either.
However, there really is one thing that all but the most elite salespeople are unable to do. It is partly a result of their inability to sell consultatively while continuing to demo, present, quote and propose too early. Can you guess what it is now?
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Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not about prices, presentations or building value; it’s about putting prices in the context of what those prices will buy. Compare the two examples above and you’ll see both the answer and the obstacle. The answer is the context.
