To Get Your Price,Change the Conversation

摘要

Getting your price is a function of changing the nature of the conversation with buyers that fundamentally want to talk price. Sounds paradoxical, doesn't it? When price dominates the discussion, buyers are thinking short-term. They are focused narrowly on what they are giving up to get what they want and need. Your immediate task is to acknowledge their concerns and redirect the conversation to value, which is a back-end issue. Price is what they pay; value is what they get.