Lowering the price does not lower the cost! Cheap products don't usually last as long, lower price means poorer service, save money at the outset (cheap car) pay later (service bills). If your prospect or client wants to buy cheap then get them talking about life cycle costs, total cost of ownership and the cost in time to them of purchasing again because they made a wrong decision (this works for professional services or where no product is invloved). Get the topic on the table by asking questions not lecturing them. You can't always avoid giving something away, but you can usually avoid giving too much away. Ask me for a handout on selling value price versus cost.
June 29, 2009