What You Talk About

If all you talk about is price, that's what your customer will base his decision on.

If what you talk about are the needs and desires of your prospect, the customer will base his decision on how well you met those needs and desires with your product or service.

What do you talk about?

Please share your comments by clicking on "comments" below.

Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting company. Subscribe to the free Selling to Consumers Sales Tips Newsletter.

Comments

[Sales Training]

Skip,

Simple, short, and too the point. Exactly the way a powerful message should be crafted. And this was a powerful message.

[Ricardo Bueno]

I've held a few sales positions over the years. One thing I learned early on was to avoid discussions that focus on price. Nothing mischievous of course. Simply the fact that if you focus the discussion on the product and how it suits him/her...how it fits some compelling need...and you do this well enough, the discussion of price never comes up!

You achieve a sort of intravenous level of trust wherein you start making the decisions for your client without any problem(s).