How to Sell a Premium Product (In a Price Sensitive World)
Tuesday, July 22nd, 2008It never fails. It’s the first thing that comes up when clients ask us to come in and help train their sales team.
We ask what the biggest problem is and they say, “We can’t get full credit for our value.” Or, “Our customer is always wanting to discount us.” With the economy slowing a tad, buyers of B2B solutions are becoming more price sensitive than usual.
Of course, they’ve always been price-aware. But they’ve gotten moreso. And, if you sell a premium-priced product (or service), you must have a strategy of approach, process, and philosophy.
Consequently, Bryan Neale and I are holding a teleseminar on July 31 on that very topic. You can find out more at www.caskeyteleseminars.com.
We have found teleseminars to be a wonderful vehicle to connect with our followers world-wide.We’ll talk about things like:
- How to approach buyers who have shown to you they are price reluctant.
- How to think about your value prior to showing up at another prospect.
- How to talk about your solution in a way that doesn’t raise the price objection.
- And how to look different, so the prospect doesn’t drop you in with all the other sales people calling on him.
We’ll probably do a podcast next week on some of the things we’ll talk about–part tease and part content. You can access all of our podcasts at www.advancedsellingpodcast.com.
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