Avoid Selling on Price - 211

This week we have a listener question - how do you avoid selling on price alone? Questions Answered: How do you avoid selling on price alone? How do you go about figuring out what the problem is? If a customer keeps driving conversation towards price, should we be concerned? Are there other bad habits to avoid? Key Takeaways: Price is one of those things that a lot of people want to know about, but no one wants to talk about in detail. Understand the value that you deliver to an organization. Ask questions about what is going on inside the business relative to the problem you solve for. Find out why they are interested in having a conversation with you, why they are interested in working with you. Be careful about assumptions, ask why price is important to them. Ask, “when you have made this type of decision before, what does the process look like?” Include price on the first page of your proposal. We find ourselves focusing on features and benefits of the tool or software rather than the actual business impact, the thing that you actually deliver, If you find yourself talking more about your product than your customers' challenge, you may be falling into a trap that will be relatively easy to compete with. Features are a dime a dozen. Focus more on value and business impact. Show Links: Submit Listener questions via Live Chat or email us at [email protected] If Disney Ran Your Life Podcast - Season 5  Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected] Invest in a Catalyst Sale course - self directed. Hire us as a consultant/advisor within your team or organization Chat with us or contact us via Twitter or LinkedIn. Thank You  Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit