Sales tip four

Finding customers who object to the price you charge for your product or service is as old as time itself. I want to add up front that if you encounter 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 perfect future customer, 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 clients haven’t had a chance to adequately explain their needs.
• Error n. # 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 don’t fully understand your own value proposition or that you haven’t listed your customer to explain their real needs and expectations.

Avoid the commodification of your products

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

There are some fundamental hurdles to avoid when it comes to ensuring that your potential customers accept 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 examining all of its features and benefits?
2. Have you asked the “SO WHAT” question while exploring each feature and benefit?
3. For example: our sales training includes an online training solution.
   1. “SO” 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. Provides a facility that enables sales team members to turn sales tools and techniques into new sales behaviors.
   4. It supports the conversion of short-term memory into long-term memory.
   5. All of the above means that organizations will see a dramatic 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.