What Is The Difference Between Price and Value?
When communicating the difference between price and value with a client, the client will typically want to negotiate price if they don't understand all the value behind the price. I like to ask, "besides price, what else is really important to you?" This then gets the customer to talk about all the other elements that they could be interested in.
Besides price, what else is really important to you?
What other services or offerings do you provide your client that would be useful?Is this delivery times, product mix, customization, or a future-focused offering such as preferential customer treatment?
When the client understands the value above the price they will no longer object to price.
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Kim is an international speaker, two-time author, and The Leading Sales Coach for entrepreneurs and small businesses. As Vice President of the Change Your Results! team, she helps companies create a sales process and ask the right questions at the right time in order to immediately achieve consistent revenue streams in only a short time.
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Owner, anchor securities ltd.
8 年A good salesmanship approach!
Scrivere e Condividere | Content Writer
8 年"Price" is what you have to spend for a product/service; "Value" is what that product/service can give you.
Director Urban Curb'n Ltd
8 年Kim I enjoyed your value approach to sales
Sales Management - Supply Chain Expertise - MBA
8 年It says: "The price is only ever an issue in the absence of value"
Passionate Entrepreneur
8 年Amazing