Customer would normally buy the price lower. However, if this more economical system stays inactive for three times more often than the other maintenance, it would be in millions in losses for the customer. The system with lower price and lower operating safety is a false economy. I used the Real value to defend the PrecioCasi all products have something of economic value beyond the cost of the product. His work as a sales representative is to explain this value so that the client understands that the price is higher. That is the economic value? It is the total monetary value of its offer from the perspective of the client. The things that are derived from the basic product, such as information services and support that is provided to customers before, during and after the sale.
However, as the customer not necessarily sees the economic value of their offer, you should help him understand how its offer improves performance, total cost and/or reduce exposure to risks. The real value of the sale is to focus on the customer in this economic value. The majority of business purchases are made to solve some problems. For example, problems with productivity, delivery problems, problems of quality, etc. These problems consume resources and costs in the the customer’s organization.
Depending on the size of the company client can, or not realizing the economic value of these problems. For this reason, the first step in the process of economic justification of sales is to identify the problem that the client is trying to solve and then determine how much what is really is costing them this problem. The next step in this process of economic justification is to determine which are the causes of the problem. This will allow you to offer a long-term solution which will create more economic benefit and will also help to increase the real economic value of its offer. Then seek opportunities in which you can help client to identify the causes of the problem using the product or a combination, most additional information and support. As show the economic value you see economic value by asking questions that gradually reveal the true cost of customer problems. This is very different from the traditional sales process, which presents the characteristics and benefits of the product, answer questions and then the deal closes. Instead, here you inquire to the client, it asks questions that help discover areas where there are problems and in which the client has not understood yet the cost of these problems: representative: do have moments of inactivity in the system as the cause of problems in the inventory? Prospect: If. Representative: do as those moments on that system is not functioning properly impact to the company? Prospect: I’m not sure. Representative: can it help him to find how they impact these problems to your company? Prospect: That would be a great help. You then work with the customer to take into account the costs of the problem that is solved by limiting the discussion to only those costs. If you make it right, the client only focus is on those costs to solve problems, rather than the price of the product which is offering you. Many times the cost would be so good, that the difference between the price you offer and the price of its competitors, it becomes irrelevant.