Vlog 013 – How to Sell Based on Value, Not Price
The price objection means that you haven’t done enough job selling your value.
So frequently people in manufacturing sales get beat up on price by their target demographic, the wrong move is to just give up that margin and fold your cards. While there are price shoppers that move business on pennies, those aren’t any companies that you should want to do business with. If your prospect is beating you up, then change your mindset and focus on providing more value because you didn’t do a good enough job so far.
Once you can convince the buyer that they are getting more value then what they’re paying for, the price objections will stop happening as frequently.
Kyle Milan is a well accomplished Industrial/Manufacturing sales and marketing professional with over 20 years of experience. He is the CEO of MFG Tribe (Industrial Marketing Agency) and Technical Sales University (https://technicalsalesu.com) and is considered the leader of Sales and Marketing Strategy & Social Media Marketing for industrial companies. He has published several articles in major news media outlets on various topics of; Inbound Marketing, Digital Marketing, Social Media Marketing & Advertising, Industrial Marketing, Manufacturing Marketing, and Entrepreneurship.
