The majority of sales teams I help are not the cheapest in their space. For some, far from it, and they take on the perennial struggle of having to justify themselves against a large hole in the floor through which their competition’s price has just dropped.
Many a salesteam comes up with their own quirky ways of trying to overcome the inevitable price objection in such circumstances. And here’s two disasters I became privy to at a sales meet I attended recently:
Rep: Our product is like a BMW, Audi or Mercedes. It’s a touch more money because it is better quality, lasts longer and easier to use and maintain. After all, would you drive a bog-standard Ford Mondeo?
Prospect: I do drive a Mondeo….
Rep: Panasonic faxes are way better than Amstrad’s. I mean, come on, would you really put an Amstrad hifi in your living room?
Prospect: Yes, I’ve got one….