Price for the sales people

From the 4P concept in marketing mix, price are important for the product success, failing in determining the right price for the product will ended in failure.

But sales people are usually not involve in determining the product price, but the job of the sales people are implementing the right price structure to the market so costumer are interested in buying the product and improve the sales performance from time to time.

There are many obstacles in implement this price especially if you found that your product is more expensive from the competitors which have similar type of product.

If you happened to face this kind of situation there are several tips that might help you to overcome the problem:

1. Focus on your product value
People pay not for the product but they pay for the value given to them. Explain the value of your product by showing the benefit and advantages of selling your product like extra margin for reseller, dependable after sales service, easy to find spare parts until drawing opportunity. Wrap up all the positive side of your product add with the benefit given and put advantage for selling your product as topping then serve it as total value package to your costumer.

2. Reference
You could tell the success story of other costumer in selling your product. Since the story will have the same business situation of the costumer that you face, they will find it applicable to their business and have clear understanding on how to sell your product.

3. Maintain your selling Price
There are various types of outlets, there are outlets who sell directly to consumer, but also reseller outlets or outlets that sell to other costumer like wholesaler or grocery outlets exist. Use recommended price to outlet that sell to consumer and give extra discount for reseller outlets which make the consumer price are same in all outlets and all similar markets

Applying the above tips will make it easier in selling your product and will improve your sales; even if you found that your product is more expensive than your competitor. Key point to note is apply same price to all market and outlets for the consumer then selling your value to your consumer instead of your product feature and if you sell in traditional market which have lots of outlet, reference from other costumer success will also improve the buying signal from your costumer