{"id":8320,"date":"2014-10-15T10:05:09","date_gmt":"2014-10-15T17:05:09","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=8320"},"modified":"2016-09-15T09:54:41","modified_gmt":"2016-09-15T16:54:41","slug":"it-aint-about-price-2","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/sales-and-service\/2014\/10\/it-aint-about-price-2\/","title":{"rendered":"It Ain’t About Price"},"content":{"rendered":"

\"pricing\"<\/a>(Editor’s note: This column ran a year ago in The Week in Imaging. It’s still just as relevant today as it was then.)<\/em><\/p>\n

The nuns at St. Rose Grammar school would be smacking my knuckles with a ruler if I made that statement, but the poor grammar is meant for emphasis. As we work on sales effectiveness with our clients the most constant value proposition I hear is \u201cwe\u2019re going to save them money.\u201d<\/p>\n

Really? They\u2019re spending $310 per month now and you\u2019re going to sell them their new device for $290. That\u2019s unbelievable\u2014maybe they can spring for lunch today, for one other person!<\/p>\n

I wonder, frequently aloud to the sales person, if they really give their statement any consideration. Honestly, if there was any consideration given to the statement about saving the company $20 per month the first fact the sales professional would need to consider is what type of company really cares about saving $20 per month: A small Mom and Pop company?\u00a0 An almost bankrupt company? A really nice person at a legitimate company that doesn\u2019t want to embarrass this sales professional by pointing out that they spent more than $20 taking their co-worker to lunch on their birthday last week?<\/p>\n

Money is not the key determinant of a business decision; I am not saying it is not a factor as nobody wants to get ripped off, but it is not THE factor. If money drove every decision there would be no Neiman Marcus, no Mercedes Benz, no McMansions, no 50-foot power boats. You get the point.\u00a0 If you look at the aforementioned brands and styles people shop at Neiman Marcus for their legendary service, their high quality, and their ability to offer a multitude of top designers.\u00a0 People buy a Mercedes Benz for the status, the road absorbing manufacture of the car as well as the abundant creature comforts.\u00a0 Nobody needs a wine cellar, media room, home gym, two family rooms, and an activities room for the kids as well as a bathroom for every bedroom plus two extra \u201cjust in case,\u201d but we\u2019re sold on the lifestyle and prestige despite the price of our new McMansion; we\u2019ve \u201cmade it\u201d in life.<\/p>\n

Are you a true sales professional? Do you bring value to your prospects and customers? \u00a0Are you worth $20 per month?\u00a0 In other words, is the value you bring in your business interactions worth the price of lunch at some cheap sandwich shop?\u00a0 Then learn how to position your selling efforts so that people are willing to spend more money to do business with you.\u00a0 Get the training so that you have a sales process that helps you clearly justify your value in a B2B sales transaction.\u00a0 Stop selling price and start focusing on the value you and your organization brings to the relationship.\u00a0 Real sales professionals sell value not price.<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

(Editor’s note: This column ran a year ago in The Week in Imaging. It’s still just as relevant today as it was then.) The nuns at St. Rose Grammar school would be smacking my knuckles with a ruler if I made that statement, but the poor grammar is meant for emphasis. As we work on sales effectiveness with our clients the most constant value proposition I hear is \u201cwe\u2019re going to save them money.\u201d Really? They\u2019re spending $310 per month now and you\u2019re going to sell them their new device for $290. That\u2019s unbelievable\u2014maybe they can spring for lunch today, for one other person! I wonder, frequently aloud to the sales person, if they really give their statement any consideration. Honestly, if there was any consideration given to the statement about saving the company $20 per month the first fact the sales professional would need to consider is what type of company really cares about saving $20 per month: A small Mom and Pop company?\u00a0 An almost bankrupt company? A really nice person at a legitimate company that doesn\u2019t want to embarrass this sales professional by pointing out that they spent more than $20 taking their co-worker to lunch on their birthday last week? Money is not the key determinant of a business decision; I am not saying it is not a factor as nobody wants to get ripped off, but it is not THE factor. If money drove every decision there would be no Neiman Marcus, no Mercedes Benz, no McMansions, no 50-foot power boats. You get the point.\u00a0 If you look at the aforementioned brands and styles people shop at Neiman Marcus for their legendary service, their high quality, and their ability to offer a multitude of top designers.\u00a0 People buy a Mercedes Benz for the status, the road absorbing manufacture of the car as well as the abundant creature comforts.\u00a0 Nobody needs a wine cellar, media room, home gym, two family rooms, and an activities room for the kids as well as a bathroom for every bedroom plus two extra \u201cjust in case,\u201d but we\u2019re sold on the lifestyle and prestige despite the price of our new McMansion; we\u2019ve \u201cmade it\u201d in life. Are you a true sales professional? Do you bring value to your prospects and customers? \u00a0Are you worth $20 per month?\u00a0 In other words, is the value you bring in your business interactions worth the price of lunch at some cheap sandwich shop?\u00a0 Then learn how to position your selling efforts so that people are willing to spend more money to do business with you.\u00a0 Get the training so that you have a sales process that helps you clearly justify your value in a B2B sales transaction.\u00a0 Stop selling price and start focusing on the value you and your organization brings to the relationship.\u00a0 Real sales professionals sell value not price.  <\/p>\n","protected":false},"author":66,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[87,1638],"tags":[151,346],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/8320"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/66"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=8320"}],"version-history":[{"count":2,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/8320\/revisions"}],"predecessor-version":[{"id":8325,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/8320\/revisions\/8325"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=8320"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=8320"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=8320"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}