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?
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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.
Have you explored your product or service examining all its features and benefits?
Have you asked the “SO WHAT” question, as you explore each feature and benefit?
For example: Our sales training includes an online training solution.
“SO WHAT” In other words why should our prospects care?
It means that each sales team member can work at their own pace.
It offers a facility, which allows sales team members to convert sales tools and techniques into new sales behaviours.
It supports the conversion of short-term memory into long-term memory.
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.
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Question1
Explore all the daily objectives you stated previously and then describe all the daily activities you need to perform, to ensure that you achieve all those daily objectives
Explore the daily objectives that you stated previously.
List each one below
Describe in detail, all the daily activities, you will carry out, to support you to achieve every objective
Example:
Research 5 potential prospects to check if they are part of my tribe
Qualify 1 and add it to mymagnificent 50
Communicate electronically with 2 of my magnificent 50 future customers, to build rapport and start engagement
Call 2 existing customer telephonically to build the relationship
Have breakfast with 1 of my prospects
Send a thoughtful low price, but high value gift to one of my customers
Send a thoughtful low price, but high value gift to one of my prospects
Explore 5 deals in my sales pipeline, to ensure they remain alive and moving through my sales pipeline
Meet with 5 existing customers with purpose
Identify cross and up selling opportunities
Identify opportunities to become an additional resource, so that I can integrate into their business
Solution seeking at 1 customer
Request a recorded testimonial from 1 customer
Request and receive a referral from 1 customer
Meet with 3 prospects
Conduct a discovery meeting with 2 prospects
Drop off a proposal at 1 prospect
If I cherry pick my objective of meeting with 5 existing customers with purpose
When visiting each customer, I would ensure that I am crystal clear on the purpose of the call
Identify cross and up selling opportunities – send an agenda before hand outlining exactly what you plan to do, survey etc and what the benefit to the customer may be.
Use your check list and conduct a meaningful site evaluation, to help you to identify cross and up selling opportunities
Identify opportunities to become an additional resource, so that I can integrate into their business
I once again send an agenda ahead of time detailing exactly how I plan to become an additional resource to their business and the advantage, which will accrue to them as a result of this.
During the meeting my primary purpose is to positively influence my customer to see the value too, so that I can start the process of integration
Solution seeking at 1 customer
I send an agenda ahead of time to explain that I want to explore the possibility of saving them many or improving efficiencies
During the visit, my objective is to test my hypotheses, so that I can provide my customer with an optimised solution
Request a recorded testimonial from 1 customer
Once again I send an agenda before the meeting
I normally show my customer an example of one of my other customers, recorded testimonials
I ask them to state their name, organisation and whether they would recommend me and my organisation
Anything else they want to say during the video is up to them.
Request and receive a referral from 1 customer
I once again send an agenda
I request a referral as follows:
Do you know anyone else who has a sales team, who you feel would benefit from growing their sales by 12%, just like you have
Explore all your daily objectives and using the example above as a starting point, please describe in detail, what daily activities, you will perform to ensure that achieve each one.
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.