The fear of losing the sale has caused many salespeople to discount the price. But that means that they are discounting their credibility, setting themselves up for future price reductions.
Rather than discount the price, educate your customer on the value that your product or service provides in two crucial areas: quality and customer service. Remind them that they do not want to sacrifice these two important values when they are making their decision.
You never want to sacrifice quality or customer service for price!
MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. Are you practicing on your customers? Master the essential keys to sales success! Learn more about Marvin Montgomery’s Sales Certification Program. You can ask the Sales Doctor a question at [email protected].
