Four Ways Salespeople Can Win on Price

Matthew Ferrara
Published: 05/07/2012
Posted by: RET Staff

Everybody loves a deal. But you're most likely to compete – and win – on price if you focus on these four factors.

Why do some people consistently get "full price" while others cut their commission frequently? Do some customers drive a harder bargain than others? Is the customer always right? No, not really, because when it comes to sales, most of us get paid exactly what we believe we're worth.

And that, my friends, is the key to protecting your commission!

In fact, the best salespeople discuss price right away. Pricing, after all, is the best way to communicate your value and worth to a client. Avoiding price discussions only tells customers you're not personally certain you're worth it. I've always discussed price – on the first call, in the first email, at the first meeting – because my price informs clients about what kinds of work I want to do, and sets the grounds for dialogue.

Your price can do the same for you.

How can your price help you? In our experience, these four tips for a pricing strategy will help you reach your goals consistently. Even if you decide to "change" your price for a certain client at a certain time, you'll do so with full intentionality – and for the right reasons. Plus, if you think about them, these ideas apply beyond your "fee at work" to the price of your participation in any social interaction. As you will see, price is merely another way to express to others what you believe you're worth.