{"id":2501,"date":"2012-06-12T07:21:00","date_gmt":"2012-06-12T12:21:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=2501"},"modified":"2013-06-25T09:55:39","modified_gmt":"2013-06-25T14:55:39","slug":"the-money-trap","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2012\/06\/the-money-trap\/","title":{"rendered":"The Money Trap"},"content":{"rendered":"

-Discounting is a hot topic in sales especially in this prolonged, down economy.\u00a0 However, discounting is never the best choice regardless of the situation.\u00a0 Here is a good Eye on Sales article<\/a> speaking to that point.<\/p>\n

The first question I ask anyone who thinks they need to lower their price to close a sale is if they know at least 3 needs the customer has and if they have been able to measure the real value of those needs with the customer.<\/p><\/blockquote>\n
Exactly.\u00a0 The author is speaking to qualifying which is the core of all successful selling.\u00a0 This is why it is of the utmost importance to see a sales candidate\u2019s qualifying ability in your interview process.\u00a0 Do not provide all of the information to the candidate \u2013 hold some back to see if they ask for it.\u00a0 Do not make the initial interview too easy \u2013 provide a little resistance.\u00a0 These types of techniques give you a glimpse into the candidate\u2019s qualifying which you can\u2019t get from a resume.\u00a0 If they cannot qualify, they cannot handle money\/pricing issues.<\/p>\n
If the candidate or salesperson is adamant about discounting, they get caught in a trap:<\/p>\n
It’s easy to cut your price. Anybody can do it. But what I guarantee when you cut your price for the first time, you’ll do it again and again. I’ve yet to meet a salesperson who has reduced their price only once.<\/p><\/blockquote>\n
Always qualify candidates for qualifying to avoid this trap.<\/p>\n","protected":false},"excerpt":{"rendered":"
-Discounting is a hot topic in sales especially in this prolonged, down economy.\u00a0 However, discounting is never the best choice regardless of the situation.\u00a0 Here is a good Eye on Sales article speaking to that point. Here is a good suggestion: The first question I ask anyone who thinks they need to lower their price to close a sale is if they know at least 3 needs the customer has and if they have been able to measure the real value of those needs with the customer. Exactly.\u00a0 The author is speaking to qualifying which is the core of all successful selling.\u00a0 This is why it is of the utmost… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[16,9],"tags":[1748,1155,1393,184,600],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-El","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2501"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2501"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2501\/revisions"}],"predecessor-version":[{"id":2529,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2501\/revisions\/2529"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2501"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2501"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2501"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}