The Customer Who Cares Only About Price

by Dave Kahle

Q.  What is the best way to deal with a customer who only wants to hear lower prices?

           A.  First, let me question the accuracy of your interpretation.  There are very few customers who only want lower prices.  One of the reasons why we hear “lower prices” from many customers is that we haven’t given them a reason to spend more.  Are you really convinced that the customer doesn’t care about anything except lower prices?  Before I can answer the question, you need to answer these:

           Have you talked with the customer about your value-added distinctiveness – what your company, your product, or your service brings to the relationship other than price?  In other words, have you shared the reasons why he should spend a little more to buy it from you?

Scholarship for Christian Salesperson

Last year we set aside a sum of money and dedicated it to providing a $2,000 annual scholarship to a Christian university student studying to be a professional salesperson.  We made our first award of $2,000 to a student at Baylor University.

It’s time to begin the search for this year’s recipient.  If you know of someone who meets our criteria, or know someone who may know someone who does, will you help me by passing this information along and encouraging them to apply?

All the information is contained on this webpage:

https://www.thebiblicalbusiness.com/the-christian-sales-scholarship

“We want to encourage the view of professional sales as an important Kingdom effort. In the last decade or so, a number of colleges have created curriculums and majors for professional salespeople, so that young people can now prepare themselves for a career in sales at the university. We hope to seed the profession with Christians who can be salt and light to the companies and industries they serve.”

           Have you dug deeply into the needs and interests of this customer, and discovered nothing – no problem to solve, no goal with which you could assist – upon which you can build a creative solution?

           Have you met all the other decision-makers and influencers in that account and done both of the above with them?

           Have you trained the customer to push for lower prices by making price the primary subject of your conversation?

           Have you trained the customer to push for lower prices by reducing your price sometime (s) in the past when the customer has requested it?

           Have you trained the customer to hold... READ THE FULL ARTICLE HERE