Carpet, flooring sales
(Somerset, MA, USA)
My customers always compare our price to a competitors lower grade product and thinks that our price is too high for them... SO most off I will get " can you write down the quote and I will think about it and call you back". I try to explain the urgency in buying now but most times I need to give a lower price in order to get them to commit. Something like "I understand that you are a repeat customer or a new customer, If I can get my manage to approve a XX% for being a new/repeat customer can we make a deal today?" I would love to be able to hold value in my product however most customers are always fixed on price and not our service. Do you have any good tips?
Thanks for your input Carl.
I'm sure you are not the only salesperson encounter an objection like this.
You say your product is superior. YOU know that and I'm wondering how does the customer know that ? Maybe they need a little education ?
I mean, can you imagine someone walking into a Mercedes or BMW dealership and expecting to buy one these cars for the same price as a Hyundai ?The European cars are perceived as better quality. How do they do that ?
A colleague of mine worked with a furniture retailer a while back and got the company to do classes to educate potential clients on the difference between good and average furniture. I believe their sales increased dramatically ?
Any ideas how you could educate your prospects ?