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We sell our services for more than the competition, but we have better consultants and offer more support services. Some people I speak to are interested in nothing more than price, what can I do to make them try us?
Topic starter
Posted : 24/04/2007 1:22 pm
Re: Pricing issues
There is a great quote that says something like "in the absence of value the discussion leads to the lowest denominator and the is price" if a client does not see the value of what you are offering they will just focus on price
Posted : 26/04/2007 11:55 am
Re: Pricing issues
One of the key questions we always ask in the sale process is what is your buying criteria. If price is one of the most important criteria we will not bid on the business because the client doesnt understand the value we can bring.
Posted : 01/05/2007 11:18 am
Re: Pricing issues
I always tell my prospects upfront that I will not be the cheapest and then tell them the value added services that they will get when they engage me.
Posted : 07/05/2007 5:46 pm
Re: Pricing issues
Give them a guarantee on satisfaction that no-one else offers. 😉 😉
Posted : 10/05/2007 8:27 pm
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