How To Handle The Dreaded “How Much?” Question

How To Handle The Dreaded “How Much?” Question

At some point, most selling conversations with qualified prospects lead to the inevitable question: How much? But answering this question too early in the relationship will cost you sales. So, what is the best way to deal with the pricing question? You could simply...
Value-Based Selling: The Five Methods

Value-Based Selling: The Five Methods

Do you find yourself frequently defending the price you charge for your product or service? If so, it could be you aren’t giving your prospect anything else to focus on. Usually, when price becomes the focal point, it’s because prospects aren’t seeing the value your...
3 Reasons B2B Prospects Decide to “Do Nothing”

3 Reasons B2B Prospects Decide to “Do Nothing”

Has this happened to you? You pre-qualify your prospect. You’ve got a meeting with the decision-maker. All that seems to stand between you a sale is demonstrating why your product is a perfect fit and closing the sale. And then… That ‘sure thing” sale was stopped dead...