Summary
The Sales Influence Podcast explores the psychology behind customer purchases, specifically addressing objections to high prices. It delves into Zig Ziglar's bicycle analogy to illustrate Total Cost of Ownership (TCO) and emphasizes the importance of shifting customers' focus from initial price to long-term value. The video also introduces Zig Ziglar's pattern interrupt technique involving a key qualifying question about price versus cost to effectively handle pricing objections.
Introduction to Sales Influence Podcast
Victor Antonio introduces the Sales Influence Podcast, where the focus is on understanding the reasons behind customer purchases.
Customer's Objection: Your Price is Too High
Discussion on how customers often object to high prices and how to handle this objection effectively using Zig Ziglar's example.
Zig Ziglar's Example on Pricing
Explanation of Zig Ziglar's powerful example on pricing using a bicycle purchase analogy to demonstrate total cost ownership.
Pattern Interrupt Technique
Insight into Zig Ziglar's pattern interrupt technique to stop customers in their tracks by asking a key qualifying question about price versus cost.
Total Cost of Ownership (TCO)
Explanation of the concept of Total Cost of Ownership (TCO) and how it can shift customers' perspective from initial price to long-term value.
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