Your Sales Proposition – Shift the Conversation from Price to Value


When you encounter pushy prospects who demand to know your price, what do you do? You need to redirect them, by asking them to talk about what they value. This allows you to uncover their buying criteria, whether it is Profitability Ease of use Quality customer service Doing this allows you to regain control of the sales conversation and present your value proposition! Salesperson Getting Stuck on Price Recently, I worked with a salesperson who asked me: “Paul, what do I do when I have a customer who is very direct and wants to get into the price discussion right away? I sell a premium product, and I like to be able to build a rapport with a customer before I discuss price. I … [Read more...]

How Are You? – Three words to avoid when cold calling a new prospect!


Here's a common real-life experience I often ask my sales training participants to imagine: You're shopping at a retail store, and a salesperson approaches you. She asks you these three words, “How are you?” What is your reaction? Are you going to share with her that you overslept this morning or that you are worried about your father’s health? Of course not! You are going to say, “I’m fine,” or “Just looking, thanks,” and then walk away… SALES OPPORTUNITY OVER! The same is true in business When cold calling on the phone, NEVER start the conversation by asking, “How are you?” You’re probably thinking “How are you?” is an icebreaker, just a friendly way to start a conversation. … [Read more...]

Engaging Customers on Value Rather Than Price


Sometimes it can seem like we live in a price-obsessed world, where the company that can produce the cheapest product, or offer the most discounted service, wins. This can make it tough when you are selling a product or service that is not the cheapest option on the market! Wyatt sells security systems to offices, banks, and government agencies. You might think that people would not want to skimp on security systems, but as Wyatt has found out, that is not the case. Wyatt came to me because he was getting beat up on price. No matter what he did, his customers seemed to be stuck on the fact that his security systems were more expensive than the competition. He was losing business because … [Read more...]

3 Actions to Develop New Relationships in Existing Accounts


One of the rules of thumb that salespeople should always remember is to engage as many people as you can when you are trying to win a new account. You do not want to end up like Janet, who spent all of her time wooing the Director of Purchasing, David. After six weeks, Janet was ready to take over the final contract for David to sign, when she got the call that he had been fired. No one else at the company had any idea who Janet was, and anytime she called and mentioned David, the person on the other end of the line gave her the brush-off. Even after winning a contract, you are still not immune to this problem. Once you have established a relationship with a buyer, you might be cautious … [Read more...]

Sales Calls – Focus Your Efforts to Achieve the Right Outcomes


Peter was busy toiling away as a salesperson in a large corporation. He claimed he was working hard, but his sales numbers were below average. Peter’s manager asked me if I would coach him. She explained that she did not get to spend much time training her salespeople, but she thought Peter had a lot of potential. I asked Peter some questions about how he was logging his sales calls. Peter sheepishly admitted that he was not keeping data on his calls at all. He did not know how many calls he made per week, what percentage led to sales, or how long his sales cycle was. This was a big problem! If you do not know how you are doing, how can you measure improvement? When we started tracking … [Read more...]