Sales is a human business. So, I really hate to say this, but… Sellers aren’t very good at selling to humans. More often than not, your customers make the decision to buy from you in spite of you, not because of you. If you’re going to stop Selling Out, you...
I read an article today about how to handle price objections. In this article the author advises salespeople to avoid talking about the price of the product or service they are selling until after they have “demonstrated the value” of their product or...
I read an article today about how to handle price objections. In this article the author advises salespeople to avoid talking about the price of the product or service they are selling until after they have “demonstrated the value” of their product or service. Unfortunately there is a fundamental problem with that advice: You cannot demonstrate value without talking about price.