Here’s a survey done by HR Challey with 15,000 respondents on the ranked importance of various factors in making the buying decision in business-to-business sales transactions. The results might surprise you:
- Competence of salesperson 39%
- Total company solution 22%
- Quality of product or service 21%
- Price 18%
There are a few take-aways from this, but here are two:
- The competence of the sales person is more than twice as important as the price you’re asking
- In sales, your first instinct is often to drop your price. You’d be much better off building your competence so that you can explain where your product is priced and why