March 29, 2002, Newsletter Issue #47: PRICE OBJECTION

Tip of the Week

The price of your product or service should be relative to the value a customer will get from owning it. When you receive a price objection, be able to provide the reasons the customer will benefit from YOUR product. It shouldn`t matter what the competitor`s price is - you have to be able to prove a `better value` of your product. Make a list of all the reasons why a customer should have YOUR product and be able to roll them out to prove VALUE for the investment. It`s good to know your competitor`s pricing structures; however, if you only sell on price (because you are the lowest) you aren`t really selling. PROVE VALUE

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