SG Partners Michael Lang and Trevor Coltham chat about why sales people focus on price being the reason they lost the sale
A couple of weeks ago we posted a blog “the reasons we lost the deal was we were too expensive”.
I called BullSh*t on hearing this excuse from leaders. They were hearing it from their people and if you hear it enough you eventually believe it. And yet, if you interrogate - dig deeper, you may find the reason is not price.
Here is a video of Trevor Coltham and myself bantering about this topic.
Want to know how to change this excuse-making behaviour,
Visit our online training page to see how you can train your people to not focus on the price issue as an excuse.