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Follow on Google News | Welding & Gases Today Helps Distributors Win Price WarSelling strategies combat price objections and emotional customers.
By: Devin O'Toole Buyers who complain that they have a fixed amount of money to spend or who are on a tight budget are dealing with insufficient resources and expect suppliers to help them deal with this problem. To overcome this, Reilly recommends helping the buyer find the money or a way to pay the higher price. “If the buyer rejects numerous attempts on your part to help them find a way to resolve the price objection, the real problem is the buyer’s attitude,” says Reilly. Emotion obscures reason and blunts solid decision making. When customers present an emotion-based price objection , Reilly recommends appealing to the buyer’s desire to own the best or provide the best for those whom they are buying. One approach is to ask: “Which poses a greater risk for you at this point, paying a little more than you anticipated or not getting what you need to provide the safe environment for your people?” Reilly’s article is part of a series of sales-related articles in the Fall 2011 issue of Welding & Gases Today, which includes the Gases and Welding Distributors Association (GAWDA) Sales Hall of Fame. The Sales Hall of Fame (http://www.weldingandgasestoday.org/ To learn how to combat customer price objections in a difficult economy, read “Your Price Is Too High!” (http://www.weldingandgasestoday.org/ About GAWDA Founded in 1945, the Gases and Welding Distributors Association (GAWDA) is the premier source for manufacturing knowledge, education and networking. Through its member journals (http://www.weldingandgasestoday.org), e-magazines, newsletters and industry wiki (http://www.gawdawiki.org) End
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