Improving the Bottom Line With Qualification
Improving the Bottom Line With Qualification
Challenging statement - maybe. Counter-intuitive - probably. Fact? - give it a try and prove me wrong!
The very best sales people are the ones who get top dollar for whatever they sell, but even these guys leave money on the table. It's just too risky pushing beyond the price we're prepared to accept.
But there are techniques we can all use to get closer to the price the prospect is prepared to pay.
These are the ones used by true professionals and, funnily enough, they help to make sure we win the deal. Pushing for the best price needn't put the deal at risk.
And that's where the secret is - a secret because top performers, just like magicians, don't talk about their tricks.
Using sales qualification properly does a number of things for the sales guy. It:
Given all of this information, even the least experienced seller can figure where the sweet spot is - in terms of benefit, quality, risk management and price.
Now the challenge is deciding what to do with the information.
Here's a personal note to all the people who try to sell me stuff. If you can't understand the need for you to know more about my aspirations and how to achieve them than I do, we aren't going to do business.
That means you have to find out what I know and persuade me you can add value.
If you can do that, you'll win the business and probably at a better price.
Improving the Bottom Line With Qualification - To learn more about this author, visit Steven Reeves's Website.
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Customers will always pay more than whatever we get for the order!
Challenging statement - maybe. Counter-intuitive - probably. Fact? - give it a try and prove me wrong!
The very best sales people are the ones who get top dollar for whatever they sell, but even these guys leave money on the table. It's just too risky pushing beyond the price we're prepared to accept.
But there are techniques we can all use to get closer to the price the prospect is prepared to pay.
These are the ones used by true professionals and, funnily enough, they help to make sure we win the deal. Pushing for the best price needn't put the deal at risk.
And that's where the secret is - a secret because top performers, just like magicians, don't talk about their tricks.
Using sales qualification properly does a number of things for the sales guy. It:
- Helps him understand why the buyer is interested in a proposal.
- Tells him how much the solution is worth to the buyer.
- Reveals whether there's competition, and its' price.
- Confirms if there's a budget, or capability to pay.
- Explains why the buyer hasn't already cut a deal with somebody else.
Given all of this information, even the least experienced seller can figure where the sweet spot is - in terms of benefit, quality, risk management and price.
Now the challenge is deciding what to do with the information.
Here's a personal note to all the people who try to sell me stuff. If you can't understand the need for you to know more about my aspirations and how to achieve them than I do, we aren't going to do business.
That means you have to find out what I know and persuade me you can add value.
If you can do that, you'll win the business and probably at a better price.
Improving the Bottom Line With Qualification - To learn more about this author, visit Steven Reeves's Website.
Like this article? Share it with your friends
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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