Competative selling

[concord]

I work in construction sales and all enquiries have to be prices. I am consistantly achieving high value enquiries but my company are too expensive, sometimes by thousands. They insist that they get sales and sometimes this is not possible due to the vast differences between our prices and competitors. Any ideas or advice Thanks

[Zax47]

You need to think about , and educate your customers to look at , value for money rather than straight purchase price.

OK so you might be more expensive, but do they get something extra or better quality for the money?. If they do, then tell them so!!

If they buy the cheaper competitor, might they have to replace it within 2 years perhaps whereas yours will last 4 years?, in which case you could be 1 1/2 times the price but offer better value over 4 years.

Do you offer better service, pre-sales advice/deisgn or after sales follow-up? A long guarantee maybe? Try to think of every benefit that your customer might actually get "for free" within your price but have to pay for with the competitors (delivery charge for example?).

It's all about selling the benefits of dealing with your Company and what it can do for them, rather than just "facing bricks, �20 per 100" or whatever. That is the difference between selling and order-taking!!

[cruella]

concord
I think a lot of it nowadays is the fact that some companies have far too many overheads.
If they were reduced, then there would be no need to bump up prices. Some competitors keep their overheads low, to be able to quote lower prices and carry out the same high qaulity of work.

[dancecaller]

I found it hard to work out just what your post meant.
Am I right in thinking that you are employed in the sales department of a construction company who are putting pressure on you because you are not selling enough?

If you are right in thinking that their prices are too high, then maybe you should look for work in a firm that offers better value.
If other people are making sales and you are not, then as Zax said, you should look at the benefits your firm is offering, and think about how to explain them to customers. Make sure you proof-read anything you put in writing and try to make it easy to understand.