How to Avoid the Commodity Copout When Faced With Price Objections

Access this video now and discover a training tool you can use to help your sales reps deal with buyers who tell you your product is a commodity and try to push you to lower your price. You’ll learn:

  • What the commodity copout is and why salespeople buy into it
  • Why buyers try to say your product is a commodity
  • How the commodity copout sabotages sales
  • The best way to differentiate your products and services and get the price you deserve
How to Avoid the Commodity Copout

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More information for those who love the details …

Why price objections are a bigger challenge than ever before

Thanks to the Internet, buyers can quickly find your domestic and global competitors online, review features and benefits, and in many cases compare prices. When you meet with them, they can’t wait to tell you: “Your product is a commodity. I can get the same stuff anywhere.”

There’s just one thing. It’s not true. Your product is not a commodity. And despite what your buyers may say, they know it.

When customers convince you your product is a commodity, they take complete control of the sale. Great sales people never let that happen.”

But it’s easy for sellers to fall back on the “commodity copout” when a sale isn’t going the way they want. They argue, “Our product is a commodity and we have to lower our price to win the business.”

Why do so many salespeople buy into the idea that they’re selling a commodity? Because it’s the one-size-fits-all answer for whatever goes wrong in a sale. And because it gives them a justification for the ultimate copout in sales: cutting price.

Access “How to Avoid the ‘Commodity Copout’ When Faced With Price Objections” and give your sales reps the tools they need to stop caving in on price.

“OK if I beat you up on price?”

In the early stages of the buying process some buyers do see your product as a commodity. While they’re immersed in their research, the nuances of various products aren’t always clear. But as they get close to a buying decision, buyers start evaluating risk – and realize that all options are not the same.

Even so, buyers are delighted when they sense that you’ve bought into the commodity copout. It gives them a green light to beat you up with price objections.

How to Avoid the “Commodity Copout” When Faced With Price Objections reveals four truths about buyers and sellers – and gives you guidance on how to avoid falling into the most costly sales objection traps:

  1. Salespeople are more likely to commoditize a product than buyers. Buyers usually know the risks they’re taking if they choose the wrong option
  2. The more YOU believe your product is a commodity, the more leverage you give buyers to beat you up on price
  3. Sellers must control the dialogue by asking probing questions to learn what’s REALLY important to buyers (it’s almost never price)
  4. Finally, great sales people make THEMSELVES the differentiator

Access the “Commodity Copout” training video and show every sales rep on your team how to look customers in the eye and say, “My price is fair and here’s why.”

Sincerely,

Steve Meyer
Stephen Meyer
CEO/Director of Learning and Development, The Rapid Learning Institute

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