I’ve sat across from some of the meanest, ugliest, snarliest buyers this world has ever produced. I have also never apologized for the prices of the product I represent.
Why ? Because I have price pride.
Every time a buyer tries to browbeat me into lowering my prices, I have the answer to whatever scenario they throw at me.
I study hard before the sales call and that allows me to be confident while I’m there.
Do I get the order every time ? Of course not. Nobody does.
Do I get my share and a little more. I think so. As does every manufacturer that has employed my services.
What is price pride ? It’s the one thing every salesman needs to develop before he sets foot in the office of his first sales call.
Without price pride, you’re at the mercy of every buyer you sit down with.
With price pride you’re in control of the situation.
Think of it this way – you didn’t have the order when you went in, so you’ll not be any worse off if you don’t have the order when you leave. At least with price pride, you’ll have the chance to make the sale the next time, on your terms.
Price pride means you know what your product will do for the buyer. It means you know what they’re doing now, with regard to how your product will work for them.
It means you know your product inside and out.
It means you know their business inside and out.
It means you know what they’re paying now.
It means you have several ideas for how they can use your product to make their company better. Several.
If you don’t have all those answers, don’t go.
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