Six Ways to Increase Your Price Through Better Selling

By Troy Harrison If your customers are constantly “beating you up on price,” maybe it’s not their fault.  Maybe it’s yours.  Bad selling reduces achieved price, and most of the time, salespeople don’t even know that they’re doing it badly.  Today, I’m going to show you six ways to increase your price through better selling. One of the most common questions that I get sounds something like this:  “Troy, all this stuff you talk about is great, but in my industry, everybody just buys on price.  What do you do about that?”  I like to ask them to recite their teleprospecting approach; i.e. what are they saying to get appointments?  Invariably, they say something along the lines of, “We provide (such and such a product) at a (good/competitive/low/cheap) price.”  It’s not surprising that they end up with price, since that’s where they start.  In any endeavor, how you start will be a big determinant in how you end. READ FULL ARTICLE>>