Get Past Price – or Pack it in NOW!

Disturb Their Complacency

Selling value is not about being an order taker or looking for the short, quick money.  Gaining an advantage out of college requires someone who cares enough to look beyond price and other smokescreens.  Become a consultant, become an asset.

I’ve met with customers who complain, “your price is higher than the competition” to which I respond “our price is the highest, and that’s a good thing…”

Never take the bait when someone questions your price, it’s a bluff.  If you fold and pander to them you’ve lost all respect and are added to the pile of ‘lowest price prospects’ (and there’s no such thing as the lowest price). 

The customer meeting I describe just got better and better.  Once we got past not being the lowest price I described the value in crafting a targeted advertisement with a message with STOPPING POWER!

Start thinking about your true value to a customer.  Leave price to the people in that other pile.