Sales Tweak of the Week #4: Price Never Closes a Sale

March 19, 2015 14 Comments

Hope you are having an incredible week. I was honored and inspired by an opportunity I had to work with our military troops this week at Fort Benning. I’m so thankful for the freedom I have in America because of the bravery of these people. Training with them and speaking to them has given me even more energy and drive to get this information to you. I want you to build massive success in your life—so you can enjoy your freedom to the fullest. This Sales Training Tweak of the Week is about price—the single biggest part of a product or service that sales people, entrepreneurs and negotiators fall victim to. 4. Price Never Closes a Sale “No one buys a price, ever!” Make this something you live and die by and you will make more sales. I have been in sales my entire adult life and have been tricked by thousands of buyers who said, “Price was the only issue.” While a lower price may be necessary to close a sale, you must eliminate the idea that a lower price is THE reason buyers close. Even with a buyer that is obsessed with ‘only the price’ and claims the budget cannot be violated, you must make it your firm policy to know that almost every buyer will pay more for the right solution to his problem. Give the prospect a product that they love or a service that solves their problem and you’ll get the close—once they have full confidence in the product or service and you. Consider how many times you’ve paid more than you ‘could afford’ and you loved it! I’d love to hear in the comments below what you’ve spent more on than you could afford—and loved it! Be great, nothing else pays, GC

14 Responses

Kathryn Cusack
Kathryn Cusack

November 01, 2016

In my industry we have what I refer to as the “race to the bottom” happening. Companies have dropped their prices so low that they are failing. I sell value. There simply isn’t value to a customer if you’ve priced your product or service so low you can not keep your doors open and be able to service your customers. The last two companies I worked with “paid” to recruit me and although I always consider myself working for myself, I can not work “by myself” I’m normally up against an average of 4 to 5 other bids with another 6 to 7 companies waiting to get in the door. When I hold to my value proposition I win every time.

Wall St. Pig
Wall St. Pig

November 01, 2016

What are you talking about dude! Look at the front page of your site. Your wealth creation package (which is great) is 75% OFF!

You’d never go on discount (like a double R) if that wasn’t a closing point. But, again, would you discount it for me if you cold called me? I don’t know. On your site, you do because it’s easy to do so and you don’t have a lot of costs attached to it maybe.

Get outta here with this nonsense!

Sohail
Sohail

November 01, 2016

Right on spot Grant, I’ve paid thousands of dollars for piece of clothing because it was what I wanted to do and it still looks friggin awesome :)

Like they say people buy on emotions then back with logic – price is just an illusion.

Peace!

Sohail

Jason Finlay
Jason Finlay

November 01, 2016

This is so true.

The price objection is only there because the sales person failed to deliver and the customer was too nice to tell you, that you sucked!

Channing
Channing

November 01, 2016

Every time I buy Apple iPhones, iPads, etc. I know it may cost more than competitors, but also know they provide a better value by solving my needs.

Nick
Nick

November 01, 2016

The house I just bought was “over-budget” but who doesn’t go over budget on their house? My agent found the one that met everything we wanted and sold us on value, schools, location, amenities, size, the neighbors… Everything but price. Now it’s time to get my chunk of the money that is printed everyday and spend it! Because there is no shortage of money, right? Thanks Grant!

Drews It
Drews It

November 01, 2016

I’m thinking the “discounted price” is actually the price he wanted to get all along. Just like clothing retailers mark everything 75% off. That reduced price is actually their retail price, but the customers think they’re getting away with an awesome deal.

Wall St. Pig
Wall St. Pig

November 01, 2016

100% and that’s why PRICE is essential to closing. it closes a sale for these “foot in the door folks” or “current users”…

Jane Stabb
Jane Stabb

November 01, 2016

Their is Quality. Service. Price. Pick 2 you never really get all 3. Be honest about the product you are offering and it WILL sell at the highest dollar the market will allow IF you sell your heart out.

Vaughn Reynolds
Vaughn Reynolds

November 01, 2016

Temporary discounts make products more accessible to people. It’s a foot in the door for new folks and a gift to those who already use his products.

Wall St. Pig
Wall St. Pig

November 01, 2016

Sure Sure. This makes sense when you have a novel or unique product/service. GC has done a good job of positioning.

Yet, a lower price is only the reason people buy almost everything in their lives from Cars to Groceries to Cell Phone plans.

Look, maybe you’re the kind of guy (or girl) that doesn’t mind paying more for the same thing. Maybe if I put two white Maserati’s with tan leather interiors in front of you with equal mileage and one came from GC for $100,000 or one came from Miami Imports for $95,000 and you pick GC’s because you like hime and don’t mind paying the extra $5k.

Sure. But, I deal with investors that like to make money. And, they’d probably stick with the lower price. 99 out of 100.

Guest
Guest

November 01, 2016

Which is probably why he said, “While a lower price may be necessary to close a sale, you must eliminate the idea that a lower price is THE reason buyers close.”

Wall St. Pig
Wall St. Pig

November 01, 2016

What happens when you choose between cell phone service?

Do you pay double for the same service?

Dan
Dan

November 01, 2016

I am in the same situation, selling consumable products to labs, and don’t think I am finding it easy. Try to get one product in the door and flood them with Ritz Carlton style service. The cheap guys never last.

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