20 sales ideas how to win a deal where the competition beats you up on price.
Ever lost a great deal because you were not cheap enough? Want to find a way to not sell on price? Read on………….
I believe sales people should create value in the eyes of their prospects and customers.
Value is subjective, not fact.
Especially when selling premium products, you can absolutely beat the cheaper supplier’s quote by creating more value for your customers than they do. It will get you more sales!
Here are 20 practical tips creating value, beating a competitor and winning a sale:
- Obtain the whole picture before you quote
- Put yourself in the customer’s shoes. See it from their perspective
- Ask relevant questions to help the customer understand their challenges
- Establish what your customers buying criteria are other than cost
- Explore how you can support the ‘changing supplier’ challenge
- Monitize the cost of the current situation/challenges for the customer
- Educate the customer to compare quotes on a like for like basis
- Visualise future requirements with the customer and show how your solution supports this
- Sell account management as a valuable benefit
- Make it easy for your customer to buy from you
- Be proud and confident about your products and pricing
- Know your products inside out
- Know your competitor’s products inside out
- Realise you are part of the overall proposition
- Be passionate about your company, your product and how it can help the customer grow their business
- Understand and articulate how your product fit in your customer’s plans today and tomorrow
- Make the buying process a positive and memorable experience for your customer
- Follow up every agreed action on time
- When following up on a quote, start the conversation recapping on the challenge/opportunity the customer wants to tackle
- It is not about you, it never was
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And, if you want to know more about making more sales by creating value, I am very happy to explain these tips further with you. Get in touch and find out more about Sales Coaching Proing and sales training. Call 07738010170 or find out more about my complimentary sales surgeries via VC here
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