subject: Boost Your Margins in the Most Difficult of Times [print this page] Give the customer a reason to pay more to buy it from you: So many B2B salespeople look on every sales call as purely a discussion of product and price that they fail to consider the totality of the factors that influence the customer to buy.Now, if there is absolutely no difference between buying it from you and buying it from the other guy, than the customer should go with the lowest price.However, that is rarely the case. Your job is to identify all the things that are different when the customer buys it from you. Then when the customer says, "You're a point or two too high," instead of discounting,share with the customer what he/she gets in exchange for that point or two.
