Talking Price

You shouldn’t talk price until you’ve established value, but sometimes that’s not always possible. If you feel compelled to provide price information prematurely, as often salespeople do, follow these steps: 1. Don’t apologize for your price (“I know this might sound a bit expensive but…”). Apologizing only reinforces the sense of low value and may…

Developing WIFM Benefits that Sell

Discussing facts and features is unfortu­nately, if you’re like most salespeople, where you’ll say the wrong things! Surprised? You shouldn’t be. If your company is like most companies,  your  training, if any, will have been almost exclusively product oriented. Fact after fact after fact. If you look at almost any company’s literature, it is composed almost entirely of facts,…

Selling Value

The perceived value is the amount of money that a prospect is prepared to pay for what it is you’re selling at a given point in the selling process. Until they are convinced of the value, they’re not prepared to pay your price. As you move through the selling process and the prospect begins to understand…

A Powerful Selling Tool

We all have competition and even when we don’t have competitors, we have competition. How can we have competition when we don’t have competitors? Competitors give your prospects choices and even when you don’t have a competitor, the prospect still has choices —whether to buy what you’re selling or go without. In effect, you are…