Sales Training Tip - Most Sales Come Down to Price - Right?
It's all about price!!
Wrong. Wrong. Wrong. Wrong. And did I say - Wrong!
If your attitude and mindset about your products and services before you start the day is:
"Well it's a commodity marketplace and everyone buys on price"
Then you have lost all chance of making any valuable sale before the day has even started.
If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees. How on earth can you expect staff to sell at healthy profit margins and sell on value if your whole company mindset is built on price.
This is an attitude that says - "we are rubbish - get out there and sell on price!"
This type of thinking is a terminal cancer that will eat right through the core of the business. Eliminate it and you will prosper.
As a starting point take 10 minutes to write out ten purchase you have made recently and indicate if you can, hand on heart, say they were the cheapest. If not can you rationalize why?
Come on - do it!
How did you do?
Are you eating Lidl own brand baked beans, driving a Skoda, writing with a pencil, dressed in 'George' from Tesco's, making calls on a 5 year old Nokia 'brick' phone, holidaying in Butlins, sitting on a sofa from the local 'seconds' sofa workshop and running your business customer database on some cut up old inbound faxes to save paper?
My guess is a resounding NO.
In one or two cases I might have been close but very rarely do people uniformly buy on price.
Various research regularly points to the fact that around:
20% of people will always buy the cheapest price no matter what.
3-5% will invariably buy the most expensive
75% of people, like you and me, will occasionally buy on price if we have no other reason to base our purchase decision on.
Give people a reason to buy from you other than price. Do not leave them to come to their own conclusions because if they have to it will be price!
Develop a strong understanding of the value you bring to people by:
1) Interviewing your past customers/clients and finding out how they have benefited by working with you. For added impact make sure you can quantify it in money terms, cost saving terms, labour saving e.t.c. If you can clearly demonstrate that your service will come at a fraction of the extra profit made then the purchasing decision comes easier.
2) Clearly articulating your value proposition.
3) Developing a strong guarantee for your services.
Good luck and remember, selling on price is a short term position in the market. Unless you have extremely deep pockets like Tesco and Wall Mart. There will always be someone who can come in cheaper than you.
Why not sign Up for '21st Century Selling' - The Bi-weekly Sales and Marketing Newsletter. It's free and easy and it's jam packed with Information to help you make more sales. Use the Easy Sign Up box at Sales Training Also - Have a look at the latest Sales Videos, Techniques and Ideas at the Sales DNA Blog - Sales Blog
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Read More:List of Hotel in Periyar and Accommodation Near Periyar,Increase Your Sales With Telemarketing Joint Ventures,The Key to Good Health: Weight Loss and Management,The Subtleties of Bringing Social Media into Your Fold,Electronic Medical Records Software - Technological Advancement in Health Care Industry
Wrong. Wrong. Wrong. Wrong. And did I say - Wrong!
If your attitude and mindset about your products and services before you start the day is:
"Well it's a commodity marketplace and everyone buys on price"
Then you have lost all chance of making any valuable sale before the day has even started.
If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees. How on earth can you expect staff to sell at healthy profit margins and sell on value if your whole company mindset is built on price.
This is an attitude that says - "we are rubbish - get out there and sell on price!"
This type of thinking is a terminal cancer that will eat right through the core of the business. Eliminate it and you will prosper.
As a starting point take 10 minutes to write out ten purchase you have made recently and indicate if you can, hand on heart, say they were the cheapest. If not can you rationalize why?
Come on - do it!
How did you do?
Are you eating Lidl own brand baked beans, driving a Skoda, writing with a pencil, dressed in 'George' from Tesco's, making calls on a 5 year old Nokia 'brick' phone, holidaying in Butlins, sitting on a sofa from the local 'seconds' sofa workshop and running your business customer database on some cut up old inbound faxes to save paper?
My guess is a resounding NO.
In one or two cases I might have been close but very rarely do people uniformly buy on price.
Various research regularly points to the fact that around:
20% of people will always buy the cheapest price no matter what.
3-5% will invariably buy the most expensive
75% of people, like you and me, will occasionally buy on price if we have no other reason to base our purchase decision on.
Give people a reason to buy from you other than price. Do not leave them to come to their own conclusions because if they have to it will be price!
Develop a strong understanding of the value you bring to people by:
1) Interviewing your past customers/clients and finding out how they have benefited by working with you. For added impact make sure you can quantify it in money terms, cost saving terms, labour saving e.t.c. If you can clearly demonstrate that your service will come at a fraction of the extra profit made then the purchasing decision comes easier.
2) Clearly articulating your value proposition.
3) Developing a strong guarantee for your services.
Good luck and remember, selling on price is a short term position in the market. Unless you have extremely deep pockets like Tesco and Wall Mart. There will always be someone who can come in cheaper than you.
Why not sign Up for '21st Century Selling' - The Bi-weekly Sales and Marketing Newsletter. It's free and easy and it's jam packed with Information to help you make more sales. Use the Easy Sign Up box at Sales Training Also - Have a look at the latest Sales Videos, Techniques and Ideas at the Sales DNA Blog - Sales Blog
Links:Copy And Paste Not Working Error,Explorer 7 Error,Microsoft Fix It For Windows Update Error,Res://ieframe.dll Error,What Is A 403 Forbidden ErrorAvi To Mp4 Converter,Convert Mp4 To Avi,How To Convert Mp4 To AviH.264 Converter windows is simply the good tool for our video converting needs because H.264 Converter mac free supports any major file formats. H.264 Converter free was Compatible with over 150 video formats. To keep up with rapidly advancing technology, the Video Converter Ultimate adds numbers of formats as they're released!mp4 to avi converter mac was really a best tool for your video converting needs for MP4 to AVI converter pc supports any major file formats. MP4 to AVI Converter was Compatible with more than 100 video formats. To keep up with rapidly advancing technology, this Video converting Ultimate adds many other formats as they're released!windows delayed write failed is seen as the tough PC system problem and cannot be fixed completely by simply installing any of software. delayed write failed is associated with system documents which serves as a crucial part of Windows operating system. Each of modification on the important document can possibly bring about serious problems to the computer system. If you want to repair windows delayed write failed error, choose SmartPCFixer.
Read More:List of Hotel in Periyar and Accommodation Near Periyar,Increase Your Sales With Telemarketing Joint Ventures,The Key to Good Health: Weight Loss and Management,The Subtleties of Bringing Social Media into Your Fold,Electronic Medical Records Software - Technological Advancement in Health Care Industry
