Price

When you ask a salesperson to list the top reasons why prospects buy, they will say price. When you ask buyers the reasons why they buy, price is usually third or fourth on the list of criteria. Could there be something else going on in John's sales process that caused price to become the issue?

Before you choose to answer your prospect's "how much" question, consider if you are unintentionally helping your prospect lower your prices. While a common trick of the amateur salesperson is offering increasing discounts to win business, I haven't met a professional salesperson who uses this tactic. Unfortunately, the professional salesperson can still be guilty of helping their prospect lower their prices by "anchoring" their prospect

"How and when you discuss money during your sales process has a greater impact on selling success than your price"

Many salespeople bail out long before they get thrown out. Do you ever wonder why so many salespeople leave a sales opportunity too early?