scott@top1.fm<\/strong><\/p>\nTranscript<\/h3>\n
Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from a long time fan of the show and friend of mine, Andy Racic, who is the head of sales at Tango Health here in Austin. Andy along with David Weiss is getting ready to release a book together called Your Sales Career Guide. Just keep listening to this show and I\u2019m sure we\u2019ll have a tip from one or both of them the day that book is available. In the meantime, here\u2019s Andy with today\u2019s tip:<\/p>\n
Andy Racic: You\u2019re not losing on price. Or at least you\u2019re not losing on price as frequently as your prospects would have you believe.<\/p>\n
If you\u2019re selling something that\u2019s close enough to your competitor\u2019s solution and you\u2019re coming in at double their price, sure, in those cases you\u2019re losing on price.<\/p>\n
Realistically though, unless you\u2019re in an early-stage startup, your company will have pricing guidelines that are in line with the rest of the market, so when your prospects are telling you that you lost on price, it really means that you failed somewhere in your sales process.<\/p>\n
The next time you\u2019re about to deliver a proposal, make sure you\u2019ve done your due diligence to really understand what\u2019s most important to your prospect. Ask them to stack rank the business outcomes they\u2019re trying to achieve with your solution. Directly confirm with them that they understand and value of each piece of your proposed solution and how it solves for their desired outcomes. Ask them \u201cif the price were equal between our solution and the others you\u2019re currently evaluating, who would you go with?\u201d and then ask them why. Understand who else they\u2019re speaking with and how your solution compares to theirs. If you\u2019re not doing this work, you\u2019re not doing all of the jobs. Instead what you\u2019re actually doing is hoping that your prospect is doing this work for you. And you\u2019re really hoping that your competitors aren\u2019t also doing this.<\/p>\n
Scott Ingram: To find links to connect with Andy just click over to DailySales.Tips\/189<\/p>\n
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"
“When your prospects are telling you that you lost on price, it really means that you failed somewhere in your sales process.” – Andy Racic in today’s Tip 189 Do you lose on price too? Join the conversation below and share your experience! Andy Racic on LinkedIn Tango Health, Inc. Have feedback? Want to share…<\/p>\n","protected":false},"author":2,"featured_media":2080,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-2070","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"\n
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“When your prospects are telling you that you lost on price, it really means that you failed somewhere in your sales process.” – Andy Racic in today’s Tip 189<\/p>\n