Every salesperson has struggled with the issue of being confident when it comes to price. It is one of the main reasons I wrote the book, High-Profit Selling: Win the Sale Without Compromising on Price.
One of the best ways to increase confidence is to zero in on the key benefits customers are seeking. The more benefits or “outcomes” you have been able to identify, the more confident you will be. The reason is simple: you will have a better understanding as to why what you have to offer is so important.
You increase your confidence when you increase the customer’s confidence in how you can help them. The answer is in determining the needs of the customer. This is a key reason why it is not smart to put a price out in front of a customer until you have had time to fully unpack the customer’s needs.
The price you get
