Closing A Deal Is Rarely About Price

Closing A Deal Is Rarely About Price

Now, you may have heard me talk about this before, but it’s important to understand that in order to be an effective salesperson you have to believe in other people. That’s because closing a deal is rarely about price. It’s more about the people involved so you need to understand them and what motivates them.


You need to have a positive outlook about them and believe that they are genuine and truly want to make the right decisions.  


When it comes down to it, your customers are just like you, or at least how you were at one time or another…

Closing A Deal Is Rarely About Price

They spend money they don’t have on things they don’t need a lot of the time, they go over budget, they work hard for their money – the point is they’ve made good and bad decisions.


Your customers are human, and by being human they want to feel good about themselves and their decisions. 


So if you’re selling a service to a business owner, they want to know that they did the right thing for their business by hiring you, and that it’s going to make a difference for their company.  


If you’re selling a product it’s similar in that your customers will want certainty that they’ll be happy with their purchase; that it’ll make them happy or solve some issue they have. 


Now, if people aren’t buying from you like you think they should based on how helpful our offer is, I can assure you that it’s almost never about the money or the budget. 


9 times out of 10 it’s something specific that you didn’t uncover or convince them of. 


If it was about the price, people wouldn’t spend $6 on a cup of coffee when they can buy a bag of beans for $5. 


Consider how many times you’ve paid more than you could afford and you loved it. 

Closing A Deal Is Rarely About Price

Or how many times in your life you went over budget because you found something that you weren’t even looking for and decided to buy it on impulse. 


Remember, it’s almost never price…it’s almost always about your process, your ability to read people and your determination to close the deal. Keep in mind that people love a good offer…but they are persuaded by confidence.




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