TRUTH #7 – Salespeople must learn to sell value and not price!

It’s the old saying, “If you live by price, you die by price!”  Who created price sensitivity?  We did!  I always use the opportunity of talking with purchasing while training in sales organizations and ask them, “What don’t you like about sales reps?”  The response is that salespeople talk too much, are not prepared and that they “cave in” on price.  One buyer shared with me that she handed a rep a competitive quote and said, “Match this price, and you’ve got it!”  The rep not only matched it, but went back to management for additional discounts and concessions that the buyer didn’t expect.  Never lay your cards down until you ask, “What do you want?”  The customer’s expectations may be less than what most salespeople are willing to give away.  How much money have you left on the table?