…But Your Price is Too High!

Posted by LinkedSelling in Uncategorized

Dale Furtwengler Pricing for ProfitThis is a guest contribution from Dale Furtwengler.  Learn more about Dale below the article.  If you would like to contribute to our site, please reach out to JamieKreft at LinkedSelling dot com.

As business owners and salespeople we expect this objection….

“…but your price is too high!”

But should we expect it?

And is there anything we can do about it?  (You know the answer is yes.)

Here are a few reasons why we’re getting the objection:

  1. We’ve trained customers and prospects to ask for lower prices by offering special promotions, volume discounts and a plethora of other ‘deals.’
  2. Our marketing efforts aren’t generating the right leads.
  3. Our sales force is spending time talking to people who don’t value what we offer.
  4. The sales force compensation program encourages discounting.
  5. Our expectations of our sales force aren’t clearly communicated or we’re allowing too many special situation discounts.
  6. Our primary goal is gaining market share.
  7. We haven’t quantified the value of our offering during the sales call.

Imagine a world in which your:

  1. Marketing messages filtered out people who don’t value what you have to offer.
  2. Salespeople spend their time with people willing to pay a premium for what you offer.
  3. Salespeople can qualify a prospect in 5 minutes or less.
  4. Sales scripts quantify the value of your offerings before the price question is asked.
  5. The options your offer your customers meet their needs and protect your margins.
  6. Company’s close rate on sales calls jumps dramatically.
  7. Your revenues are growing both from higher prices and higher unit sales.

The choice is yours; both worlds are available to every operating business.

More importantly, the changes required to move to the more desirable world are simple, inexpensive and easy to implement.

The question is ‘Are you ready to make the move?’

Pricing for Profit Dale FurtwenglerIf so, join us on June 28th (at 12 noon Central) for a live, complimentary training with Dale Furtwengler, author of the internationally-acclaimed Pricing for Profit.

His firm, Furtwengler & Associates, Inc., helps companies get higher prices regardless of what their competitors or the economy are doing.

Sign up for the training here: