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Older CEO Refresher articles are no longer available. If you click through you will be taken to the Internet Archive site to find an archived copy.
Older CEO Refresher articles are no longer available. If you click through you will be taken to the Internet Archive site to find an archived copy.
When a customer says, “Your price is too high,” the salesperson needs to look to himself as the likely problem, not the product. There are two possibilities: 1) the customer is not experiencing a significant absence of value and the solution should never have been offered; therefore, the price is too high. Or 2) the absence of value is there and the customer does not recognize it. The burden of proof is on the salesperson, and he hasn’t done his job.
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