Small businesses are all well aware that price has always been a major concern with any prospective customer and in the past few years it seems that it has become more important than ever to many people. We ran across an interesting article that presents some ideas on how to honestly answer the question on price (usually the first question from a possible customer) and still have the opportunity to make the case to the customer why that price is justified for your product.
The article then gives some thoughts on why the price question is so important to customers and presents the following selling strategy. Answer the question on price and then follow up with a question that will bring them back to the features of your product or service that make it worth that price to the customer. There are a couple of very good examples in the piece that illustrate the concept. How do you handle the price question? Do you have a particularly effective strategy that seems to usually work for your business?
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