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How to Avoid Getting Stuck in a Price Conversation

9 Apr

How to Avoid Getting Stuck in a Price Conversation

Guest blogger

 

Price conversations are the Achilles heel of many salespeople. Not only are they uncomfortable broaching the subject, but many are also unable to change the subject once it comes up.

 

To help transition out of a pricing conversation, it’s important to understand why it came up in the first place.

Are you skirting around the issue ?

Whatever you’re selling, you want to :

  1. Offer a solution to a current problem ;
  2. Offer a solution to a problem which may come up in the future, i.e. insurance against a problem ;
  3. Offer a feature which will simplify a process.

 

Pricing should never be an

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