Sellinger Group

https://lnkd.in/eY3wGXFc

What do you do when selling to a client who knows your product doesn't have everything they need? Shift your buyer's focus and mindset. Weakness > Transition > Strength New Course on Sales Velocity Academy. Perfect Positioning (under Product IQ) https://lnkd.in/gQn4pEA5

Gift Sales Velocity Academy to anyone left on your list! Just enter their email and they'll receive instant access (or schedule for any date) to over 600 Value-Centric Selling Videos! https://lnkd.in/enHwFWUS

Did you know... Upselling can boost your revenue by 30% AND because customers already know/trust you, you'll have a shorter sales cycle. Profitable Upselling - Increase Sales Revenue by Selling to Existing Customers https://lnkd.in/gBrSiCXe

"That's more than I expected to pay" The dreaded price conversation has begun... how should you proceed? "Compared to What?" You don't have to respond with pricing from another competitor. You can shift the locus of control back to yourself and have the client explain why they think it's too expensive. "What would is the cost to you today for not taking action?" This forces them to think: What is the cost of inaction? What happens if I don't make the move? How much money am I losing? "Are you talking about price or cost?" Zig Ziglar created this masterful distinction. "Price is one-time thing. Cost is long-term thing. We may be more expensive today because we offer a quality product, but over time we are cheaper because there are no upgrades, fees and our product lasts longer. Are you interested in price, today, or cost over time?" "Let me show you some other options that might be in your price range." Your first choice should be using a response in #1-#3. Typically, I teach against discounting - selling on a discount is an easier way out if you don't truly believe in the value of your product. But, by offering them an alternative solution if price and cost really are the issue, you keep the conversation going and make a sale where you normally might not have. Sales Velocity Academy has over 600+ videos on Value Centric selling methodology: https://lnkd.in/gQn4pEA5

"That's more than I expected to pay" The dreaded price conversation has begun... how should you proceed? "Compared to What?" You don't have to respond with pricing from another competitor. You can shift the locus of control back to yourself and have the client explain why they think it's too expensive. "What would is the cost to you today for not taking action?" This forces them to think: What is the cost of inaction? What happens if I don't make the move? How much money am I losing? "Are you talking about price or cost?" Zig Ziglar created this masterful distinction. "Price is one-time thing. Cost is long-term thing. We may be more expensive today because we offer a quality product, but over time we are cheaper because there are no upgrades, fees and our product lasts longer. Are you interested in price, today, or cost over time?" "Let me show you some other options that might be in your price range." Your first choice should be using a response in #1-#3. Typically, I teach against discounting - selling on a discount is an easier way out if you don't truly believe in the value of your product. But, by offering them an alternative solution if price and cost really are the issue, you keep the conversation going and make a sale where you normally might not have. Sales Velocity Academy has over 600+ videos on Value Centric selling methodology: https://lnkd.in/gQn4pEA5

How many times have you asked a prospect or potential customer, “Mr. X, are you happy with your current platform?” “Are you happy with the way the system is performing?” “Are your people/employees happy with the results they're getting?” Are these good questions to ask? Well, hold that thought for a bit. In his book, Pre-Suasion, Dr. Robert Cialdini talks about a technique to narrow peoples’ focus down a psychological chute. By asking a person a specific question, you can move them down a ‘psychological chute’ or a line of thinking that you’ve predetermined. For example, if I asked you, ‘Are you happy? Rate your happiness from 1 to 10’. You will automatically scour your memory for recent examples, or instances of being happy. So your happy rating would probably be HIGH. Read more here: https://lnkd.in/g5wfnESm

Scale your sales and business by following the 4x4x4 framework and learning how to influence (not pressure) to yield better results and higher close rate. The 4x4x4 Masterclass is a free workshop available now: https://lnkd.in/eR8e7VVP

NEW on Sales Velocity Academy: Have you ever shown the customer that you had better capabilities and better pricing but the client still didn’t want to switch? In this series, I'll explain how mental friction holds a client back from a buying decision. https://lnkd.in/ejDcgmSg

Gift Sales Velocity Academy to anyone left on your list! Just enter their email and they'll receive instant access (or schedule for any date) to over 600 Value-Centric Selling Videos! https://lnkd.in/enHwFWUS