Selling Value vs Price
In this Show
You don’t discount price to close a deal, but that doesn’t mean you don’t use price to negotiate. There is a time and a place for everything, so there is a time to discount. The best way to handle price is inventory. To build value you have to have a lot of choices. Use price to stir up the market and to stir up traffic. Discounting without inventory choices won’t work, and price doesn’t matter if you don’t have volume with it. Build so much value that you don’t need to discount. Increasing service is a great way to build value. There are 3 things you need to know going into a deal. In order to find a buyer, you need to find someone
1.) who is the decision maker
2.) has the ability to purchase
3.) has urgency to buy.
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