Price-sensitive customers can be challenging, but they also present an opportunity to sharpen your sales strategy. When a customer consistently asks for a lower price, the key is to shift the conversation from cost to VALUE. Don’t run away from the conversation – embrace it.
Start by understanding their true concern. Is it budget constraints, perceived lack of value, comparison with competitors, or maybe even just trying to keep you on your toes? Once you know the “why,” you can tailor your response. Highlight the unique benefits your solution offers — not just features, but outcomes. Show how your product or service saves time, reduces risk, or drives revenue. When value is clear, price becomes less of a barrier.
You can also offer flexible options: scaled packages, payment plans, or added services that enhance perceived value without slashing price. If discounts are necessary, tie them to commitments — volume, referrals, or longer contracts — so it’s a win-win.
Most importantly, stay confident. If you constantly cave on price, you risk devaluing your offering and eroding trust. Customers respect reps who stand behind their product and can justify its worth.
Remember, it’s not about being the cheapest — it’s about being the BEST FIT. Sell the value, not the discount.
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The Sales Accelerator is a weekly sales blog developed by Sales Growth Advisors offering ideas, thoughts, and suggestions resulting in Proven Ideas To Accelerate Your Sales Growth. We are a mid-market sales growth consulting firm that works to grow your business, scale your company, and boost your margin. Our blog is designed to give you brief tips about sales, to educate, to get you thinking about growth, and to get your sales line moving up and to the right! But don’t just take our word for it here – contact us and put our services to work for you!