Cold Calling Mistakes - Selling On Price
September 30, 2008
Let me ask you two very important questions
1. DO YOU SELL ON PRICE?
Im not asking if you THINK you do or not, Im asking if you actually sell with your products or services benefits, or if you sell with its price.
2. ARE YOU SCARED TO BRING UP PRICE?
Have you been trained NOT to bring up price until your customer does? Are you nervous and timid when its time to talk about the moolah side of things?
If youve been in sales for very long I bet youve received some sort of training on how to deal with price and how you present it to your customers.
And let me tell you that training was probably based on bad principles.
BUT HANG ON A MINUTE
Think about this: Why as salespeople are we constantly being taught how to handle price with our customers?
Well the most obvious answer to most of us is because most of our customers dont want to give away their hard earned money and would rather pay less, no matter what the price.
But let me tell you, its not true.
If you sell to them correctly your customers will gladly pay you whatever you ask and will often opt for the premium service.
How is this so?
Before we talk about that think about this: Why do your customers think they have the ability to talk down your price and negotiate? And why as salespeople are we always so scared to bring up price?
SELL ON PRICE AND YOUVE ALREADY LOST
Remember in the last email I sent you where I talked about POWER in selling?
Well when it comes to how you deal with price, power has a lot to do with it.
If youve cold called your prospect and have been chasing them ever since, then you my friend have NO POWER!
No wonder most salespeople are so concerned about price. They have such a weak foundation because they started out the sales cycle in a place of complete neediness. MAKE THEM COME TO YOU
I remember when I was selling door-to-door. I would go out all day and knock on so many doors that my knuckles literally hurt.
And when I was knocking I had a very difficult time making sales. In fact some days I would come home with NOTHING after knocking on a hundred doors and walking mile after mile.
It was horrible!
And price was a very big sticking point for me.
I had THE most expensive service among my competitors and I remember EVERYONE trying to haggle me on price and many people would end the conversation when they found out how much my service was.
I was getting nowhereand fast.
But every once in awhile I would get a call from my company asking me to call a prospect who had called into the office wanting more information.
I loved these calls!
They were like freebies.
When prospects would call into the office wanting information and I would call them back, I was now the person in control.
I was no longer a salesperson. I was an expert HELPING them.
It was great because before I called them I knew that they NEEDED my service and they WANTED to deal with me.
I had the power.
I would consistently close over 90% of those prospects over the phone on the very first call.
I didnt have to find them, I didnt have to go meet with them and TRY to sell them, and I definitely didnt have to chase them.
Nothing beats that.
NOW BACK TO PRICE
So ask yourself: Is price a concern of yours because you have no power in the relationship?
It probably is if you think about it.
Its time to stop worrying about price and start selling!
If you dont have your customers and clients COMING TO YOU, you are really shooting yourself in the foot.
When you put the principle of power in your selling you will see results immediately.
For example, I sell VERY expensive and VERY specialized legal services and will close almost 80% of the people I talk to. And Im talking three thousand to fifteen thousand dollar services.
How do I do it? Easy, I make people come to me and I have the power in the relationship.
It has NOTHING to do with me.
Let me repeat that. It has NOTHING to do with me or my selling skills.
To be honest I dont even consider myself a very good salesperson compared to some of my other past coworkers.
I just learned how to use power in my selling.
So if youre not seeing the results that you want then please dont worry. Dont give up on selling!
You just need to start gaining more power and work a system to bring people to you.
Its easy once you learn how.
Now get out there and start selling!
If you want the system that Tyler Wilson uses to attract people to him and to sell with power, then go immediately to http://www.coldcallcrusher.com and get it for free for 30 days! You only pay shipping and you get to try out the training course absolutely free for 30 days. Check it out: http://www.coldcallcrusher.com
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