"We need to talk about price"

The reason so many of your customers seem obsessed with price is almost certainly because of the way you sell to them. If most of your face-to -face sales meetings consist of: A few opening questions (10%), Your sales presentation (70%).  Rebutting objections: (15%) Closing  (5%), then you can be pretty sure this price barrier is being caused by you. The reason isn’t hard to see; most sellers can’t wait to solve problem and talk about solutions. But, if you are inclined to sell like that, then you are attempting to sell before your customer is open to even listening to you (let alone being anywhere near ready to buy).

As a veteran of many sales campaigns from London to New York and from Finland to Sydney (over several decades and various product types) the problem is often summed up in the phrase “Telling Isn’t Selling”. If the bulk of your sales meeting time is taken up with your presentation then the only thing most customers will remember is hearing all about a big pile of your stuff. No wonder the first question from most customers is: “How much is all this going to cost?”

An entrepreneurial friend (with a great new product idea) told me this week that price was his biggest sales problem and he always backed down when challenged.

Well, the good news is there is no need to back down provided you learn a simple technique: “How to stop trying to ‘sell’ value and discover how to ‘create’ it instead”. And the way to learn this habit is quite simply to ask more questions. “Never make a statement when you could ask a question”.

 And the same goes for most aspects of selling. There are usually 2 or 3 small tweaks which anyone can use at any stage of the process but few do. It isn’t that sellers are daft its just that they’re too lazy to change what they already do. Or maybe were never taught properly in the beginning.

 To discover the ways in which you can slightly change your sales approach beat off your competition big time and get considerably richer in the process give me a call. Here help with even the smallest or biggest sales problem.

Better Ask Bob

bob@bobetheringtongroup.com

(m) 07867 780885