| A lot of salespeople end up coming back to the | | | | will always be this way. Because of this, you need |
| office at the end of the day with their heads | | | | to dig deep to justify your pricing for your |
| down. Stepping in front of their sales manager, | | | | product or service. |
| they utter the famous phrase - "I lost the sale | | | | Don't think you can do it? Do you want |
| because of my price". Really? Are you sure? I got | | | | examples? A Corvette costs three or four times |
| news for you; rarely do you lose a sale because | | | | as much as Ford Taurus. A high school baseball |
| of price. | | | | ticket costs $3, a Major League Baseball ticket |
| You were only "told" you lost the sale because of | | | | costs $45. Your local channels are free on TV, |
| price. That is a huge difference than actually losing | | | | but HBO costs $15 a month. If price is all |
| on price. In most cases, the prospect didn't trust | | | | important, why are people willing to pay so much |
| the time, money, or productivity you were | | | | more for these other products? |
| offering to put in their pocket. Even worse, many | | | | The obvious answer is that there is a perceived |
| salespeople don't even bother to take the time to | | | | value in the higher priced products listed above. |
| present a profit-justified solution for their product | | | | The real reason why you lost the sale is because |
| or service. How can you expect to win a sale | | | | your customer had very little perceived value in |
| when you don't show your prospect or customer | | | | your product or service. Take the time build up |
| the ultimate overall value in doing business with | | | | value with profit-justified solutions, so you can get |
| you? | | | | past losing a sale on price. |
| Price is a huge part of any business transaction. It | | | | |