|
|
Like this article? PLEASE +1 it! |  |
|
Selling Value - Hear Yes to These Questions
Written by: Rene ZamoraArticle Overview: No matter what your pricing philosophy is at your company, buyers always buy based on value. Hearing yes to three quesions will allow you to build greater value in your pricing.
 |
Free Download - Five Reasons Prospects Stop Responding To Your Sales Process By Rene Zamora |
Selling Value - Hear Yes to These Questions
In most buying or closing sales conversations price becomes a focus or at least it should. We must know what the buyers acceptance level is with our price. If acceptance is high or low make sure you know the answers to the following questions before justifying your value.
Do they prefer your system, product, service or design over the competitors?
Are you the salesperson they prefer to work with?
Is your company who they prefer to work with?
If the answers to these questions is yes, it simply becomes a process of helping the buyer justify any additional upfront costs if they have not already. If they answer no to any of these questions, you need to understand where you have fallen short to satisfy.
You can’t always satisfy all three areas but you can still win the business. By knowing where you are preferred and where you are not will make it easier to justify your value by focusing on the areas of preference.
A powerful way to begin your discovery process is to inform your buyer that it is your hope that they can answer yes to the three questions by the time you present your final proposal. Explain you might be a little more thorough than other vendors, but it is because you want to make sure you make the best recommendation for their company.
Summary: People don’t buy a price, they buy what they want. The price they pay is the value they attach to what they want. If your product or service is the best or close to it, stop lowering price and help customers pay for what they want.
Selling Power 26
Increasing the Velocity of Your Selling Cycle
If You Want More Clients...Do it on Purpose
Key Management Insights - Asking The Right Questions
Dealing With the “S” Word
Article Tags: conversations, discovery, final proposal, preference, salesperson, upfront costs
|
About the Author: Rene Zamora RSS for Rene's articles - Visit Rene's website  Click here to visit Rene's website   Unleash Your Potential by Changing Your Beliefs Five Reasons Prospects Stop Responding To Your Sales Process Sales Compensation Guidelines Sales Recruitment and Hiring Process Selling Value Hear Yes to These Questions |
Related Forum Posts
JoeMastrianoCPA here....
- Hello,
I am Joe Mastriano from Houston, Texas. I got interested joining this forum primarily of American entrepreneurs who are starting it out and in need of advise from any accounting related matters to IRS representations.
Hear from you all soon...
Re: Kevin's Case Study #10 - When to become an entrepreneur?
- When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare!
- Hey GT,
I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition?
Can you give us some examples of good USPs?
Blog pinging
- Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines
- Fast Company is pretty good if you're into technology although it can be very on the edge.
Entrepreneur has become one giant advertisement and I cancelled my subscription.
Selling Power also has some useful content if you're looking at improving your sales skills / presentations.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
February 2012 Top 100 Leadership Experts to Follow on Twitter
Please Stop Calling it Coaching!
Measuring the Quality of Your Hires
The fine line 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Anger Solutions at Work: Why Customers Get Angry
What If You Had a 100% Success Rate?
Marketing & Sales tools – going back to basics
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.