That’s the argument I found on a LinkedIn post about why sales aren’t working.
Just as these other ones:
- 3 options will only confuse people. And they won’t buy.
- Putting the full price will deter prospects from buying.
- I’m competing with other guys and they’ll evaluate based on price.
- Giving the full price and what it includes will show my offering is too expensive. So they won’t buy.
And what’s the solution?
- We send one-price quotation.
- We add a line saying “Ask for this extra for $X”.
- We (hopefully) keep them buying more after they get that.
- We are ready to give a “better” price.
- We make it a “take it or leave it”.
… and hope we close the sale.
While hope is not a strategy, there’s something else.
What’s really behind all of this is one strong feeling: Fear
- Of talking money.
- Of saying you’re the most expensive option.
- Of walking away.
- Of saying no.
- Of leading the sale.
- Of having a conversation.
- Of being the adult on the table.
Because it’ll allow rejection from the other one.
Because you’ve already invested so much on the sale.
Because… who likes being rejected?
Here’s the thing, though.
That’ll only take you to win the race to zero.
To be unique and yet charge peanuts for what you bring.
To underprice your work.
To be always under the threat of losing business.
To scavenge for whatever that’s left.
To have shit clients. And feel like shit.
Yet, there’s a better way.