Yesterday, Promotional Consultant Today discussed what it means to sell value instead of price. Once sales teams are taught this, they need to practice doing it over and over again. The difference between an amateur and a professional salesperson is that professionals practice their skills; they don’t just play the game or go on sales calls assuming the sales call is their “practice.” The key to overcoming price is not a scripted catchy phrase, rather it is learning how to create a real, valuable partnership, and in order to do that, one must practice.
Here are three easy steps to make sure you’re able to sell on true value and not price.
1. Write down your questions and take them with you. This does not make a salesperson less of a professional or less of an expert. In fact this will allow you to show a client or prospect how important it is to fully understand their needs and desires. In order to do this correctly, the order of your questions is important as well. Start your questions wide: industry-company-person-current vendor and then finally about the product or service.
2. Help the prospective client understand what makes you and your company successful. A partnership is a two-way street, so remember the sales professional is responsible for both ways. This means a sales professional shares with the prospective client what makes them successful without making it difficult or inconvenient for a prospective client but shows the why and value for both sides.
3. Practice your sales calls every day before you go on them rather than simply talking about the appointment afterwards and call it practice. Practice, practice, practice.
If the sales leader does not mandate ongoing practice and get involved, then it will never happen. This is just like a professional sports team that will not practice if the coach does not require it and work on the field with the team. Second thought–if the prospect cannot truly afford the product or service the sales professional is offering, then do not lower the price and the perceived value. Instead, find a new prospect. By admitting that your product is not a fit, you will gain more clients long-term than force feeding a product or service and losing value along the way. Lastly, every customer or client wants the most for the lowest price. This is not a bad thing once a sales professional learns how to help prospects understand they really want success for the best price.
Source: Nathan Jamail, best-selling author of The Playbook Series, is also a motivational speaker, entrepreneur and corporate coach. As a former executive for Fortune 500 companies, and owner of several small businesses, he travels the country helping individuals and organizations achieve maximum success. A few of his clients include Fidelity, Nationwide Insurance, The Hartford Group, Cisco, Stryker Communications and Army National Guard. To book Nathan, visit www.nathanjamail.com or contact 972-377-0030.