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Tips on Selling to Price-Sensitive Customers
Greetings!  

Customers are more likely to be price-sensitive when: 
  • They see little differentiation in the product they're buying.
  • Service levels are about the same among their vendors.
  • Products or services are easily compared.
To reduce price-sensitivity, find ways to increase the magnitude of difference between you and the competition.  
 
Can you:
  • Make it more convenient to buy?
  • Deliver it quicker?
  • Prove you're more reliable?
  • Reduce risks?
  • Include something for free?
 
Uneducated buyers are more likely to use price as a benchmark. If your customers lack the knowledge necessary to fully understand pricing differentials, educating them is a smart way to improve profit margins and foster loyal relationships.  
 
Linda Bishop

Thought Transformation, Inc.
 
Sell More Profitably Webcast Training on October 8th 
 
This is topic for the third session in the "Relationship-Building Strategies" Webcast." In this session, Lucy and I will share information related to pricing and profitability gathered from a wide variety of research reported in The Harvard Business Review and other sources. 
 
If you have already signed up, I appreciate your business! 
 
If you would like to attend here are the details:
  • Webcast training Friday October 8th
  • 1:30 to 2:00 PM EST
  • $35 for the session
  • You get the recorded presentation in a Windows Media file and the PowerPoint.
 
In This Issue
Webcast Training to Improve Profitability When Selling
Make it Easy for Customers to Buy
Five Tips to Make it Easy for Customers to Buy  
101Cold
Call Tips

101 Cold Call Tips ImageReach more customers. Get more meetings. This book tells you how.
 
And there is a bonus section on getting past voice mail! 
 
$9.95 plus shipping. 
 
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About Us

Thought Transformation is a national sales consulting group that helps companies grow with tools, training and tactics. Learn more at our website. 
 
Thought Transformation, Inc.
3510 Evans Ridge Trail
Atlanta, Georgia 30340