{"id":760,"date":"2013-07-25T08:00:53","date_gmt":"2013-07-25T12:00:53","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/?p=760"},"modified":"2019-04-03T08:26:05","modified_gmt":"2019-04-03T12:26:05","slug":"thoughtful-thursdays-your-price-is-too-high","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2013\/07\/25\/thoughtful-thursdays-your-price-is-too-high\/","title":{"rendered":"Thoughtful Thursdays &#8211; Your price is too high&#8230;"},"content":{"rendered":"<p>&#8230;or is it?<\/p>\n<p>I don&#8217;t mind hearing this from a prospect because it tells me the negotiating phase of the sales process has begun or is still in play.<\/p>\n<p>How you respond is very important.&nbsp;Less successful&nbsp;sales people accept this verdict, turn tail and leave &#8211;&nbsp;don&#8217;t you be&nbsp;that person.<\/p>\n<p>If you have successfully sold the idea of becoming a viable supplier, it is now your challenge to determine and close&nbsp;the &#8216;price gap&#8217; your prospect has told you exists.<\/p>\n<p>Think about what you need to know before responding:<\/p>\n<ul>\n<li>How far out of line is your price?<\/li>\n<li>Can it be quantified in dollars?<\/li>\n<li>If you quote an hourly rate, taking fewer hours to complete the job can cost less than a lower rate that takes more time to finish.<\/li>\n<li>Are you absolutely sure you are on a level playing field with your competitor?<\/li>\n<li>Have you considered freight costs, perhaps you are quoting a delivered price and your competitor has quoted freight extra. Is your packaging the same?<\/li>\n<li>Is price really the issue?<\/li>\n<li>Does the prospect understand the value you bring? Recall that value is the sum of price and benefit.<\/li>\n<\/ul>\n<p>In my experience there will be times when you just cannot compete, you are not going to will all the battles.<\/p>\n<p>All things being equal, you should not be off the mark to any great degree. Today&#8217;s thought &nbsp;is to be sure that you have considered all factors that can affect your price, and not to have any questions unanswered.&nbsp;Adopting&nbsp;this approach will close more sales than you lose.<\/p>\n<p>Good selling<br \/>\nRichard<\/p>\n<p>Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8230;or is it? I don&#8217;t mind hearing this from a prospect because it tells me the negotiating phase of the sales process has begun or is still in play. How you respond is very important.&nbsp;Less&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2013\/07\/25\/thoughtful-thursdays-your-price-is-too-high\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[5,8,3,6],"tags":[44,35,47,73,45],"class_list":["post-760","post","type-post","status-publish","format-standard","hentry","category-sales-tips","category-selling-skills","category-thoughtful-thursdays","category-value-selling","tag-price-objections","tag-sales-tips-2","tag-selling-skills-2","tag-thoughtful-thursdays","tag-value-selling-2"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/760","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=760"}],"version-history":[{"count":11,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/760\/revisions"}],"predecessor-version":[{"id":3523,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/760\/revisions\/3523"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=760"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=760"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=760"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}