Tuesday, November 17, 2015

How to respond to - your prices are too high

In response to your higher price you should never say or feel anything negative about the way you answer the objection. You've got to know the reasons why your price is higher. If you are going up against a competitor check to be sure it is the same quality. Ask what else was purchased along with the particular item.

Don't be embarrassed-don't go on the defensive when the prospect objects to your price. Avoid the following statements like poison.

Never say: "Well, you know how everything has gone up." This is weak. It tries to sidestep the objection, and doesn't answer it. And never say, "Yes, I know you can buy it cheaper elsewhere, but what do you get for your money?" This doesn't answer the objection. Stress instead the benefits of using your product. Benefits that more than justify Its cost.

And never say, "I know our price is high -but our costs have been skyrocketing." The prospect doesn't care about your costs, and it doesn't answer the objection.

Often the sales person can get the prospect to answer his own objection or to admit that it is not a valid objection. This method should be used when the prospect raises an objection on a subject he or she obviously knows little about. To let the prospect answer his or her own objection you just let the objector talk.

Ask your prospect questions about the objections. You may say, for example, "I am interested in why you say that, Mr. Smith. I wish you would explain it to me more fully." You may merely ask him, "Why do you believe that?" If, as so often happens, the objection is not a valid one and the prospect has at best only a half-baked idea of what he is talking about, he will usually flounder around a while and end by admitting that the matter is of no importance.

Assume that the customer or prospect has not really raised an objection but that he or she has asked for information.

"...We sell millions of dollars worth of our products every year to the most successful eating places in town. Here are the names of 12 customers that you will recognize immediately. They buy their groceries from us and they love it because of our service, delivery, marketing programs, low out of stocks, fast inventory turnover and our fast top-notch service."

You explain to the prospect the true situation-you give him the facts. For example, when the prospect says, "Your price is too high," just assume that he asked, "Why is your price higher than that of some of your competitors?" Then tell him why it is higher.

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Thursday, November 5, 2015

How successful people stay motivated

A study of 2000 salespeople was conducted to determine what caused emotional burnout. The research found that having a desire to be of service was 240% more important than simply being satisfied with your job.

Successful selling requires more than simply calling on customers and closing sales to achieve a numerical goal. For continued motivation, it must also involve a cause greater than financial success alone - it must involve helping make customers' lives better.

Money can motivate in the short term. However, for sustained success, there needs to be a sense of serving others. And that means a clear understanding of the difference that a sales person will make in their customers' lives.

When sales people are uncertain of the true impact their product or service has, or don't believe in what they are selling, they waste energy chasing fears and doubts. Over time, they lose confidence and effectiveness.

Staying motivated is a challenge for both the sales people as well as the sales manager. I did my own research on this topic and ended up with about staying motivated. The common denominator was their desire to make a difference in their customers business.

Here are some of the comments from the research:

"Keep learning more about my customers business so I can help them more in unique ways"
Nigel Boswell

"The excitement of helping your customer and knowing he or she is happy generates self motivation"
Joyce Stallard

"My customers are also counting on me to be the very best I can be for them"
Scott Caldwell

"I like people and being able to help them be successful in making money"
Mike Dossett

"The happier I make a customer, the more I stay motivated"
Roland Degregorio

"I get a lot of satisfaction from solving my customers' problems and helping them be successful"
David Kubisch

"I can distinctly remember the rush I would get when a customer would really let me work for him"
Bob Beasley

"I tell myself over and over...I am filling a need. I am providing a service that will change their life!"
Lori Randall

"The more I learn about my product and the way it improves the lives of the user really fuels my passion for what I sell"
Carrie Smith

"I think back to all my customers that have thanked me and have told others about how much I have helped them with ideas and service"
Lynn Goode

"I don't sell anything, I solve problems. By keeping that in mind I really feel I am helping my customer"
Vern Holder

"I like to think that I have useful information for people, so why would I withhold that from them"
Vicki Anderson

"We make a difference every time we sell product to the customers"
Chadney E. Sawyer

"My motivation comes from excitement I get from working with my customers to solve their problems"
Jeff Ramesbottom

"When we go out of our way to make something happen and the customer appreciates our effort to help his business"
Teddy Bazakos

I think you get the point. If you are in it just for the money, your enthusiasm will eventually disappear


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