Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

This week we have a listener question - how do you avoid selling on price alone? Questions Answered: How do you avoid selling on price alone? How do you go about figuring out what the problem is? If a customer keeps driving conversation towards price, should we be concerned? Are there other bad habits to avoid? Key Takeaways: Price is one of those things that a lot of people want to know about, but no one wants to talk about in detail. Understand the value that you deliver to an organization. Ask questions about what is going on inside the business relative to the problem you solve for. Find out why they are interested in having a conversation with you, why they are interested in working with you. Be careful about assumptions, ask why price is important to them. Ask, “when you have made this type of decision before, what does the process look like?” Include price on the first page of your proposal. We find ourselves focusing on features and benefits of the tool or software rather than the actual business i