How to Be a Better Salesperson Series – Pt. 6

What is the Price Myth?

If you ask most people what is something that money simply cannot buy, what do you think the answer would be? Simple… love. It can be love from your family, your friends, or your significant other. Even love for a belief.

In this final part of the “How to Be a Better Salesperson” series, we’ll uncover the truth behind the price myth.

You may be wondering what exactly the price myth is? The myth is that most people believe price is the main factor when it comes to getting a sale or not and that simply is not true. The value that you produce is much more important than the price because value is subjective.

Value comes from the experience that you’ve built with the customer throughout the sales process. Everything that we’ve discussed in the previous articles to help you be a better sales person is put into effect to help you create such great value that the price doesn’t matter because the customer VALUES what you provide them.

When you as a sales person spend too much time talking about the price, you’re compromising the value of what you offer through service. This doesn’t mean price doesn’t matter but rather take care of it in the right way and return to building value!

Have you ever had a customer tell you that what you’re selling is too costly and then goes to your competition only to buy the same product at an even higher rate? That’s proof that the value we know as “price” is a myth. The customer really wasn’t talking about the worth of the product but instead, the worth of the sales experience you were creating not being valuable enough for the price.

To be a better sales person, you should focus on directly translating to the client, not price, but instead, commitment through a great attitude and a desire to build trust in a comfortable, pressure-free environment. Also, you need to prove to the client that the product they’re going to purchase is based off a decision that they make because it fulfills one of their necessities. Once this happens, price becomes the only factor that still stands between the customer and what you just showed him or her.

Always keep in mind that it’s almost never price. I guarantee to you that nine out of ten times the issue isn’t price. This rule can even apply for you. Think back on that last item or service you purchased where you went over budget because you just had that urge, that desire to the point where you felt like you simply needed it. Price wasn’t the factor because you feel in love with that product and were convinced that what you were feeling wasn’t a bad thing.

If you take everything you’ve learned from this series and apply it to helping your customer feel how you felt, then you will officially be a better salesperson.

Grant Cardone, International Sales Training Expert and NY Times Best-Selling Author

www.GrantCardone.com | www.CardoneOnDemand.com

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