Month: April 2018

How can we move from price to value?

Have you ever met a prospect where all they are focused on was price? They were not open to answering questions, however well intended or relevant they may be. From where they sit, it is as simple as this: the lowest price will win the day.  Unless we can get them to take a fresh look at things, this one may well be going nowhere for us.  Even if we are used to being the lowest price and are often in this position, is the business actually worth doing? Looking at this from the other end of the equation, how can we sell…

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When do you discuss your pricing ? (4 of 4 posts)

This is the final post of a 4 part series on why ultimately, prospects don’t buy from us. We have already covered no need, no hurry and no trust. This post is about no money to buy. Or at least, that is what we are being told. To go back to basics, whatever we are selling and whoever we are selling to, people make decisions for their own reasons, not ours. Our job therefore is twofold. Firstly, to have a deep understanding of what we can truly effect in an organisation, down to a simple granular and economic level. Secondly,…

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Does the prospect trust you? (3 of 4 posts)

Moving into post 3 of this series of 4, we have established some reasons for the prospect to act quickly which they appear to have accepted. So far, so good. Until for some unexpected reason, we have been informed that we are no longer being considered as a supplier for this piece of business. We are now on the outside looking in. Before we start thinking about whether to go into turnaround mode, let’s just consider some of the potential reasons for them deciding to go with another supplier: Incumbent supplier has leveraged their relationship in the account Lower price Stronger…

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When the prospect is in no hurry to buy (2 of 4 posts)

In post one, we looked at what happens when a good prospect is not progressing as planned. Why is this?  Often, something has happened to slow things down and there isn’t the impetus or ownership from anyone within the prospect organisation that you’re selling to, to make it happen.  To put it another way, we’ve not given them strong enough reasons to make it happen now. This brings us to the second part of this four part series, which is  when the prospect is in no hurry to make a decision.  There may well be, ultimately, a piece of business…

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