We’ve already talked about the mental stress involved, but it doesn’t stop there. There’s also energy that the buyer must expend to analyze your offer and negotiate with you, right?
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How many meetings will he attend? How many reports will he have to read and analyze? Will the meetings be in person or online?
In other words, you must be practical and objective turkey phone number resource in your arguments, in order to make the consumer's life as easy as possible. Another tip is to offer samples, infographics, e-books, etc.
Allow your interlocutor to make as little effort as possible to make the purchasing decision with comfort and peace of mind .
3. Time cost
Here we have two elements that must be taken into consideration:
time to make the decision
time for the decision to be implemented
The sales team can make the first factor (time to make the decision) less costly by making the purchasing process as practical as possible. In this way, it will indirectly generate value for the customer.
The time cost of implementing the solution, such as the necessary analyses and studies, is a factor that is beyond the control of the sellers, but this does not mean that there is a way out.
One option is to provide feedback to the product development team in order to improve this process and make it more agile, faster and less costly for the customer.
4. Monetary cost
Grab a pen and paper and write this tip down! Don’t let the price of your product or service become the most important part of this equation. Why? Lowering the price to create value for the customer is the worst possible solution!
If, at any time, the sales team deems it appropriate to negotiate prices or grant other monetary advantages, it must always do so based on a concession from the other party .
Contrary to what many people think, lowering the price or increasing the number of installments without compensation from the consumer does not create value for the customer, it only depreciates the product or service that your company offers.