20 top sales tips how to beat a cheaper quote by being more expensive.

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:

  1. Obtain the whole picture before you quote
  2. Put yourself in the customer’s shoes. See it from their perspective
  3. Ask relevant questions to help the customer understand their challenges
  4. Establish what your customers buying criteria are other than cost
  5. Explore how you can support the ‘changing supplier’ challenge
  6. Monitize the cost of the current situation/challenges for the customer
  7. Educate the customer to compare quotes on a like for like basis
  8. Visualise future requirements with the customer and show how your solution supports this
  9. Sell account management as a valuable benefit
  10. Make it easy for your customer to buy from you
  11. Be proud and confident about your products and pricing
  12. Know your products inside out
  13. Know your competitor’s products inside out
  14. Realise you are part of the overall proposition
  15. Be passionate about your company, your product and how it can help the customer grow their business
  16. Understand and articulate how your product fit in your customer’s plans today and tomorrow
  17. Make the buying process a positive and memorable experience for your customer
  18. Follow up every agreed action on time
  19. When following up on a quote, start the conversation recapping on the challenge/opportunity the customer wants to tackle
  20. 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

#sellingvalue #sellingmerchantservices #askingquestions #probingquestions #salesteammotivation

6 practical reasons why buyers and sellers should collaborate more.

This sales tip is for sales people who want to see their customers as partners rather than customers.

Believe it or not, I used to view potential customers as adversaries. It was a cunning game of cat and mouse where we were trying to outwit each other with smart scripts, objections, objection handling, closing techniques and being illusive at times. In the end, this chess game resulted in win-loss, loss-win, loss-loss and at times win-win. But I was doing fine and earned good commissions.

It was not until I started to sell to companies and their purchase departments.

Professional buyers soon showed me they wanted a stable supplier relationship where product, price and availability were all key considerations.

Some companies wanted more than that and saw me as a partner helping them to grow. The relationship would be such that any potential issues were anticipated and dealt with minimising their effect.

My largest clients insisted on agreed annual account plans, implants, product innovation and smart access to Management information.

During my sales career I found 6 behaviours where buyers and sellers work well together:

1) Great sales people ask questions that deepen buyers’ understanding.

A sales person has access to product expertise and use this to be a consultant to buyers.

2) Great sales people listen to understand buyers’ requirements, preferences and concerns,

A seller is an analyst and should use this skill assisting the buyer to find the best solution.

3) Great sales people solve buyers’ problems.

Buyers have to have a thick skin. They get bombarded by end users, management and of course, sales people. A solid supplier relationship prevents many of these problems and they will prefer this.

4) Great buyers clearly articulate their requirements.

Trust lies at the basis of any new or existing relationship. For both parties this is achieved by asking smart questions and adjusting behaviour where needed. It also means making respective positions clear early on in the sales interaction. ‘We use 50,000 widgets every month, you sell them so let’s see what you can offer’

5) Great buyers share their decision making criteria.

The decision matrix can be complicated: product suitability, colour match, green credentials, cost, supply, delivery, order process, systems integration, trust and strategic fit are just some of the many considerations. A buyer who articulates priorities helps him/her self to find the best suited supplier faster.

6) Great buyers seek added value from sales people.

Sales people love a challenge! That is why they are in sales. Of course cost, discounts, and rebates are of great importance. Yet, joint forecasts, product development or sole supply status are added value requests that help to deliver a stable supplier relationship.

If you want to have better supplier-customer relationships resulting in more profit, feel free to contact me.

#purchasing #procurement #salesteammotivation #buyer #seller #salesteammanagement #tenderprocess #collaboration

Always spot buying signals if you want to close plenty of deals

This sales tip for sales people helps you to get more sales by picking up buying signals early.

When a prospective customer is ready to make a positive decision to buy your product, they tend to signal this very clearly. Spotting these signals early is key as it will help timing that all important question: ‘Do you want to go ahead?’

Prospects will use certain words or act in predictable ways. These ‘buying signals’ can be verbal, non-verbal (body language) or specific actions.

Here are buying signals grouped by words, body movement and actions

Verbal signals

  • Saying ‘yes’ or making significant positive noises: When prospects are feeling positive about the product, they tend to be more positive and ready to decide.
  • Saying things like ‘right’ and other decision indicators: The decision to buy will leak into their language in all kinds of ways.
  • Talking about money: Seeking the best price is a clear indication of intent to buy unless it is put up as a condition to discuss your offering.
  • Asking questions: They imagine themselves using it and what it would do for them.
  • Asking about timescales: They want is as soon as possible or by a certain date so are interested in delivery, setup, learning, etc.

Body language signals

  • Showing positivity: Smiling, nodding and other signs of feeling keen.
  • Moving forward: Including leaning in or even touching you as they seek to connect with you in a more influential way.
  • Hurrying: Talking faster to get to ownership sooner.
  • Gazing at or touching the product: imagining ownership.

Action signals

  • Reading brochures: Repeated examination of information and pictures.
  • Taking measurements: Checking it will fit.
  • Playing with the product: Practicing owning it.
  • Bringing others to view it: Seeking confirmation from others in the business.

Spotting buying signals and acting on them, is key. Prospects who display some of the above simultaneously, are ready to make a positive decision.

On the other hand, aiming to close a deal too early, can have an adverse effect. Doing so will typically take you back one step or more in the selling process.

Want to know more about sales techniques and become the best version of you, feel free to contact me. gert.scholts@thebestsalescoach.co.uk

#buyingsignals #salestechniques #bestsalescoach #salestraining #salescoaching #salesteammanagement #salesteammotivation

Make more sales with these 3 proven closing techniques


In addition to the most effective closing technique, asking for the business and using silence , here are 3 proven closing methods you can start using today making more sales.

All customers need to be invited or ask to buy. They expect you to ask to do business with you.

1. The 1-2-3 close

Recap the product benefits in three elements. The rule of three seems to have a strong impact in many situations and it works incredibly well in closing too.

Most customers seek:

  • Best possible price
  • Best possible product
  • Immediate supply

Example:

“Our product is less expensive, faster and more reliable than the one from your current suppliers”

2. “breaking it down” close

For some customers, the price may seem high when considered as a lump sum. By breaking the cost down in daily, weekly or monthly parts, the price will seem a lot more reasonable.

Present this with flair and confidence to increase appeal

Example:

“I understand that £1200 may appear a little high, yet considering that the product will be used for 12 months, the monthly cost is £100 and just over £3 a day for absolute peace of mind”.

3. The “Columbo” close

This close is based on the TV series Columbo where a police inspector always asked a key question at the end of an informal interview with a crime suspect. Apply the “Columbo” approach to turn a situation around where you have tried every other close.

Acknowledge it is a shame the customer has decided this way and you make your way out of the office. Holding the doorknob, you turn around and say:

“Ok, I tried everything and still I could not convince you. What is the real reason you did not go ahead today?”

Your relaxed prospect is likely to give his true reason.

The dialogue has started again and you progress to deal with their objection and close the deal

#salestechnique