Here’s my Sales Thought for the Week…
What do you do when your customers can get the same product that you sell from your competition at a lower price?
Sell the value of a superior relationship and demonstrate it by gaining a deeper understanding of your prospect’s wants and fears than the other salesmen are doing.
When people feel understood, they bond with you, and want *you* to help them. Price becomes less of an issue, or even disappears completely, because they perceive a higher likelihood of getting their wants fulfilled with you.
Shameless Shamus Brown
P.S. To truly get a deep understanding of your prospect’s wants and fears, you gotta be fearless about getting personal with people.