Vercrito.com

dirty tip four

• admin
• December 12, 2022December 12, 2022
• 0

Finding customers who object to the price you charge for your product or service is as old as time itself. I want to add at the outset that if you run into this objection at the end of every sales meeting, then you have made one or all of the fundamental mistakes listed below:

• Mistake #1: You may not have invested enough time to properly qualify your prospect. Are you facing the future perfect client, who needs exactly what you have to sell?

• Mistake #2: You may not have asked enough discovery questions. When you haven’t asked enough open-ended or open-ended questions, your future customers haven’t had a chance to explain their needs properly.

• Mistake #3: You may not have understood how to communicate your value to your future customer in terms they understand. The reason for this may be that you do not fully understand your own value proposition or that you have not listened to your customer explain their real needs and expectations.

Avoid commoditizing your products

Remember that your prospects will respond to your product or service in exactly the way you represent it. If you don’t know how your product or service connects with each specific prospect, needs and expectations and how it will add significant value to them, then you can expect them to raise the issue or reject your asking price.

There are some fundamental pitfalls to avoid when trying to ensure your prospects agree to your price.

You don’t fully understand your own value proposition and how to differentiate it in the marketplace.

1. Have you explored your product or service by looking at all of its features and benefits?

2. Have you asked yourself the “SO WHAT” question as you explore each feature and benefit?

3. For example: Our sales training includes an online training solution.

   1. “SO WHAT” In other words, why should our prospects care?

   2. It means that each member of the sales team can work at their own pace.

   3. It offers a feature that allows sales team members to convert sales tools and techniques into new sales behaviors.

   4. Supports the conversion of short-term memory to long-term memory.

   5. All of the above means that organizations will see a marked improvement in the performance and results of their sales teams, which means that they will be able to enjoy a real return on their investment in sales training.