Price, Risk, Value….are you balancing all three for your buyers?
Being unable to unpack and demonstrate risk and value will mean you’ll most likely need to drop your price….primarily to balance what the buyer will perceive as higher than actual risk and lower than imagined value.
It doesn’t have to be that way…
You and I always imagine things are worse than they actually are.
Your buyers will do the same when reviewing your solutions and products…
Don’t let the buyer write your sales demo for you.
Make sure you address their worse fears.
Do that and the price comes a distant third on their list of needs to be satisfied.
For more information – hit the link – Show me how to balance risk, price and value in my next sales demo