Monday, April 26, 2010

Sin # 5

Mistake Number 5: You assume the customer thinks they’re getting a great price.

Why do customers buy from you? Value or habit? If it’s habit, be warned. Just because your price isn’t questioned doesn’t mean the customer thinks they’re getting a bargain. What if one day your customer decided to look at your quote with fresh eyes? Would your product seem expensive compared to other options? If the answer is yes, mount an on-going campaign to convince customers your product is worth every penny. Even when you’re confident a sale is yours, initiate closing conversations to insure customers believe they’re spending money wisely.

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