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LESSONS & TOPICS

How are you going to delay, discussing price to the last third of the meeting?

How are you going to delay, discussing price to the last third of the meeting?

Please either watch the video or listen to the audio, before proceeding

Avoid commoditising your products

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

There are a few fundamental stumbling blocks to avoid, when it comes to ensuring that your price is accepted by your prospects.

You do not fully understand your own value proposition and how to differentiate it in the marketplace.

  1. Have you explored your product or service examining all its features and benefits?
  2. Have you asked 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 sales team member can work at their own pace.
    3. It offers a facility, which allows sales team members to convert sales tools and techniques into new sales behaviours.
    4. It supports the conversion of short-term memory into long-term memory.
    5. All of the above means that organisations will see a marked improvement in their sales teams performance and results, which means that they will get to enjoy a real return on their sales training spend.