Selling the relationship
While it's true that buyers are a lot more price-conscious these days, some salespeople have been able to parlay that into a way to generate more business.
Source: Business consultant Joe Takash
If all signs point to prices rising, salespeople can explain that buying (or renewing a contract) now – at the existing price – may save customers a great deal of money down the line.
It's an approach that builds additional trust with buyers, while boosting sales and creating a sense of urgency.