What is the most difficult conversation most of your front line team members have with your prospects and clients? Price. What is the number one objection your sales team shares with you regarding why they don’t close more of their opportunities? Price. What is the one psychological blocker that must be addressed before any sale can be made?
Allow me to save you the angst of automatically answering “price” and jumping in the middle of all these questions that lead to conversations about false price-related assumptions and limiting beliefs we all have. When I say “assumptions and beliefs we all have,” I truly mean all of us, not just the sales team, managers or company representatives involved in the process; I’m talking about the client as well.