Cost Of Ownership - Part 1Submitted by Warren on Thu, 06/20/2019 - 11:57
The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.
Helping a client make a positive buying decision means that we sometimes need to walk them through a logical cost of ownership discussion to:
• Resolve a price objection
• Make them comfortable paying more for a better product or
• Help the procrastinator make a decision to buy now