Price

Why do people buy milk or bread or cereal at the gas station convenience store when those items are far less expensive at a grocery store? Obviously, they have a need for the items. More importantly, buying at the convenience store is quick, and you guessed it, convenient.

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?