The Top Ten Reasons Why Salespeople Lose the Sale on Price

December 2nd, 2009

By Tom Reilly, author of “Crush Price Objections”

Here is a checklist for you to discuss at your next sales meeting.

1. You didn't penetrate the account high enough to talk to the high-level decision maker who controls the purse strings.
2. Your buyer was more prepared than you were for the price discussion.
3. You feared losing the sale.
4. You felt guilty selling at that price.
5. You didn't know how to hold the line on prices.
6. You don't believe your package is better than the competition.
7. You copied a price competitor's price strategy and lost.
8. You were tired of the battle and thought it took too much effort to hold the line.
9. You gave up too early.
10. You lacked the courage to stick by your price, which means you didn't get ticked off enough to put up a good fight.

Sorry guys if this sounds too in-your-face. I'm simply reporting what I see and hear.

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