Tuesday, May 25, 2010

Mistake Number 7

Mistake Number 7: 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 price isn’t questioned doesn’t mean the customer sees your value. What if one day your customer walks into their office, looks at your quote with fresh eyes and say, “Holy $&@%! This is way too expensive!” Somewhere right now, a buyer is thinking that exact thought which is why smart salespeople have closing conversations. It’s a perfect opportunity to reinforce value and convince buyers your price is worth every penny.

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