Are you only winning business AFTER you’ve matched the lowest price bid?

You don't have to be the lowest price…you just have to prove you’re in range of your competitor and are offering a lower total cost. How much extra would you pay to have safer tires on your car? Sales is really just a two-step process. The first step is to communicate your uniqueness and value to prove you’re a better option, even at a higher price.The second step is to then show how your price is still “close enough” to your competitors, explaining how, even though a higher price, you’re still a lower total cost…and that extra value is worth paying more to achieve.What can you do to help your team understand how to sell your value, and not your lowest price, to win the business?Today’s video shares how you don’t have to be the lowest quoted price to win business in a competitive marketplace; you just need to communicate and prove your lowest total cost. Focusing on selling the lowest total cost (instead of the lowest price) is one of the best ways to help your team sell even more!