In the Oil and Gas market which is a very fast paced, dynamic and global industry there will obviously be transactions that are in the high dollar range. Regardless of the cost, if you are doing everything to the best of your abilities and finding that your customers bring up cost with you all the time. Do you know what’s going on?
Most likely you have not communicated enough of the value your product and or service will bring. Or the impact the change will have on your customers life and how they will benefit from that change.
As the image above depicts with the Green Arrow pointing up, the more value you are able to bring to your customer the more their perception of cost diminishes (Red Arrow). Which is exactly what you want.
Remember which way you want to grow and you will do great!!
Contributor Michael Cassolis is a sales professional, specializing in increasing market share and team collaboration. Find out more about him at http://www.linkedin.com/in/michaelcassolis