Can simple math really yield you more business?
There is always a point in sales process when you need to discuss price. You have likely discussed the general price range to make sure that you and your potential customer are at least within the same general range. But at some point you need to prepare the actual price quote. It’s at this critical point that many small-business owners fail to provide the assistance that potential customers need to close the deal. It’s not about features or benefits or service terms; it’s about money, and you need to shape their thinking about the price.
Most buyers will look at your price and compare it to what other companies are quoting them. They will then use this context to choose the winner of the contract. Though you should be able to address the differences between you and your competitors, this won’t necessarily seal the deal. How much more valuable is it to calculate the return on investment and break-even point of your proposal for the client.
This does close deals! Read more at American Express OPEN Forum.