Competing with a lower priced, lesser quality competitor

February 6, 2018February 6, 2018 Brendan Walsh

How often do we hear it?

‘Sorry you missed out on price’ ‘We’re going with a cheaper supplier’ ‘We can’t justify the extra spend’ ‘We don’t have the budget’ (more…)

3 easy ways to beat lower priced competitors

March 2, 2017March 2, 2017 Brendan Walsh

Overheard a conversation once that went along the lines of “You’re a typical salesperson, you promise me the earth, but you end up giving me Afghanistan”. (more…)

More about price

September 8, 2016September 8, 2016 Brendan Walsh

The fact that we’re constantly blogging about price suggests to us how much it is in our minds, and psyche, as salespeople. Competing with lower priced competitors whose quality of product and service is questionable can be difficult when we as salespeople spend so much time thinking about price. (more…)

In selling, it can’t be all about price can it?

August 30, 2016August 31, 2016 Brendan Walsh

In professional services we’re all about selling more products and services. Hitting targets, making profit and keeping our bosses (and shareholders) happy is basically all we think about. Can it really be all about price? (more…)

Price

October 11, 2012October 16, 2016 admin

Price – The salesperson’s get out or a viable reason for missing out on new business?

We hear it often – ‘we were too expensive’, ‘they wanted the cheapest rate’, ‘they went with the lowest price’. (more…)

The price is right!

May 1, 2011September 26, 2016 admin

In many ways we salespeople are our own worst enemies. We inherently know that our clients want us to fully understand their needs before we offer them a solution, but always nagging away at the back of our minds is the dreaded ‘P’ word – Price. (more…)

Hawthorn Business Group