Price will ALWAYS seem high if value is perceived as low! Customers don’t want cheap, they want BEST Value for their dollar. You will lose in long run when focus on price comes from: Poor Product Knowledge Poor Client Knowledge Poor Sales Skills

1. Pricing Considerations & Practices
Sell Value - Not Price

2. IS THIS HOW YOUR PRICING
PROCESS LOOKS FOR YOUR
PRODUCTS & SERVICES 

3. Sell Value Not Price
1. Price will ALWAYS seem high if value is
perceived as low!
2. Customers don’t want cheap, they want BEST
Value for their dollar.
3. You will lose in long run when focus on price
comes from:
– Poor Product Knowledge
– Poor Client Knowledge
– Poor Sales Skills

4. What The Customer Wants
Prospects & Customers want suppliers to deliver:
1. Timely & Responsive Service
2. Quality Products & Services
3. Low Price

5. ELEMENTS OF PRICE
1. First there is price, or what people will pay for
what they buy
2. Second is cost, or what they pay for what they
buy over time
3. And then there is “Perceived Value”, or what
they want for the money they pay.

6. Customers Say Low Price, But
Want Low Cost
How do you change the dialog from lowest price
to lowest cost?
How do convince them they really want their
problems solved, not the cheapest product?
How do you raise perceived value?

7. Lowered Price = Other Concessions
Use prospect’s attitude about
price & cost as a barometer for
overall quality of relationship.
CAVEAT: Those who make a big deal out of price
and expect all kinds of price adjustments usually
require a lot of other concessions as well.

8. Overcoming Price Resistance
Price resistance is not a price or cost issue, it
comes from perceived value.
How do you raise perceived value?
How do you probe for problems when you
receive price resistance?

9. Get all Information Early
The Information You Don’t Get Early Will Hurt You Later
In The Sales Process.
EXAMPLES:
______________________________________________
______________________________________________
______________________________________________
______________________________________________
______________________________________________
______________________________________________

10. Never Make Assumptions
Get Information B-4-U Give It
– Must it be?
 Slit
 Trimmed
 Treated
– Urgency of Delivery
 From Inventory
 From Production Run
– FOB Point of Shipment or Delivered Price
– LTL Shipment or Truckload
– Payment in US or Foreign Dollars
 I.e., Exchange Rate at time of Delivery
– Special Handling Issues

11. PROVIDE AN EXAMPLE OF
COMPLEX PRICING
Added Value $ Amount Added
 Slitted ______________
 Trimmed ______________
 Treated ______________
 From Inventory ______________
 From Production ______________
 FOB POS ______________
 LTL vs TL ______________
 Payment In Foreign Currency _____
 Special Packaging ______________

12. Focus On Value
What does the product do for the customer?
How have you raised the value of the product,
and not lower the price?
Lowering price only makes the prospect or
customer question your original price as well as
view the lower price with suspicion.

13. Overcoming Objections
Make A List of Objections You Normally Hear During A
Typical Sales Process.
1.___________________________________________
2.___________________________________________
3.___________________________________________
4.___________________________________________
5.___________________________________________
6.___________________________________________
7.___________________________________________
8.___________________________________________
9.___________________________________________
10.___________________________________________

14. Prioritize The List
Which ones do you hear most?

15. Evaluate The List
Do You Hear Them Because of:
– Poor Prospecting?
– Poor Product Knowledge
 By Customer
 By Sales Person
– Poor Presentation Skills
– Other _______________
– Other _______________
– Other _______________

16. Disarming Objections
Develop a strategy to answer these issues during the
sales process.
Frequently Heard Objection is:
___________________________
Strategy to overcome Objection is:
______________________________________________
______________________________________________
______________________________________________
______________________________________________
______________________________________________
______________________________________________

17. TRUST
People Buy From People They Trust.
The key to building trust: Promise a lot and deliver
more!
What are examples of when you did what you said
you will do and then some?