S&MM SoundOff

"My Best Price is..."

“What’s your best price?”

 

If you have been selling for any period of time I suspect that you have heard this question before. So how do you respond?

 

Most sales people automatically drop their price, offer a concession and hope that their customer or prospect accepts. Unfortunately, this approach cuts into your profit margins and costs you money. There is a more effective way. Before I reveal this technique I will warn you that it seems deceptively easy and your first thought is that it will not work. However, I can tell you from first-hand experience that it is effective. Here is what you do.

 

When a customer or prospect asks, “What’s your best price?” look them in the eye, smile, and say, “My best price is (add 20 percent to your price). If I could get that price my boss would love me.” In many cases, the other person will laugh and become more amenable to other options. Before you dismiss this suggestion I can state from first-hand experience that it often causes the other person to laugh and become more amenable to other options.

The key is to use it ONLY in face-to-face situations and to make sure you smile when make your statement. It also helps to practise reciting it BEFORE you use it.

 

© 2009 Kelley Robertson, All rights reserved.

 

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more deals so they can reach their sales quotas and targets. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter at www.Fearless-Selling.ca. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or [email protected].

An Inside Sales Call Gone Bad

An inside sales rep from our lawn care company called to ask if I would like a quote on a service that one of their “technicians” recommended. Here’s how that sales call went.

 

Rep: “Mr. Robertson, Gilles left you some information about a treatment for your lawn and I’m calling to see if you want a quote.”

Me: “I was under the impression that that service was covered in my maintenance program.”

 

Rep: “Just a sec. Let me check.” A few moments later, “No, that particular service is not covered.”

Me: “How much is it?”

 

Rep: “Um, just a sec.” A few moments later, “For your property it will be $160.”

Me: “And what will that do for my lawn?”

 

Rep: “Um, I’m not sure. I’ll have to check with Gilles. I’ll find out and call you back.” I later received an email that outlined their services including the one that had been suggested to me but no explanation of HOW my lawn would benefit from that service.

 

Before you make ANY call to a prospect or client make sure that you are fully prepared. Do you have your prospect or client’s information handy? Have you reviewed their file? Are you ready for the questions or concerns they might have? Have you anticipated potential objections?

 

Avoid the mistakes this company made and make a better impression with your prospects and customers.

 

Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email

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How to Open a Cold Call

During a recent workshop we discussed the best way to open face-to-face cold call. One participant volunteered to share his approach.

“Hi Mr. Prospect. I’m Mr. Sales Person and I work for Big Sales Company. We do a lot of work in your industry and have been in business for over 40 years. We carry a wide range of products and services including this, that and the other thing. We pride ourselves on delivering great service and..” As he continued, I wrote blah, blah, blah on a sheet of flipchart paper.

Unfortunately too many people in sales think that they need to talk about their company or product or service when they first connect with new prospects. But this approach is ineffective. Here is a better way.

Begin by stating your name and your company and then reference a problem you think that your prospect may be facing. “Mr. Prospect, Kelley Robertson, Big Sales Company. One of the trends we’re seeing with companies like yours is the requirement to improve accuracy while also increasing production. How does that compare with your situation?”

This takes less than half the time to say which means you reduce the risk of your prospect tuning you out. Avoid the blah, blah, blah syndrome and focus on your prospect when you make a cold call.

 

Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at http://www.Fearless-Selling.ca For information on his programs contact him at 905-633-7750 or by email.

 

What Were You Saying?

During a conversation with a group of sales reps this past week I couldn’t help but notice how often one individual’s Blackberry buzzed with email messages. At one point, his attention was drawn away from our conversation and he became agitated and stressed. He later told me that he was dealing with a particularly challenging prospect. I spoke to several other reps about this and most of them admitted that they received similar emails or telephone calls on a regular basis.

 

Unfortunately, today’s technology can affect your ability to fully concentrate. If you receive a message about a pressing problem just as you are about to meet a prospect, you will be distracted during your meeting. And that will affect the outcome.

 

Here is a strategy that can help.

 

Resist the temptation to stay connected 24/7. If you have a morning of meetings scheduled with new prospects or important clients turn off your cell phone and/or your Blackberry until your meetings are done. I understand the importance of being wired to everyone in your network. However, it is highly unlikely that your sales will suffer if it takes a bit longer to respond to your messages.

 

Don’t allow technology distractions to interfere and affect your results.

 

Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at http://www.fearlesss-selling.ca. For information on his programs contact him at 905-633-7750 or by email.

Why Decision Makers Don't to Talk to You

Many salespeople can’t figure out why decision makers avoid their calls or are reluctant to meet. Here is a simple reason:

They don’t want to waste their time!

Unfortunately, most sales people fail to deliver a compelling message or demonstrate why a company should buy their product, service or solution, and as result, key decision makers are skeptical about meeting with sales people they don’t know. Here’s a personal example.

I recently met with a salesperson who initially sold me on the value of his company’s product. When we met he talked incessantly about his product, his background, his experience, and his company’s vision. However, he failed to show me how I would benefit from his offer. And I found myself thinking, “How can I disengage from this meeting?”

Every key decision maker has had their time wasted by someone trying to sell a product or service that was irrelevant to their situation. That makes them more reluctant to meet with people they don’t know. That means you MUST give them a compelling reason to meet with you. And when you do meet, you MUST demonstrate how you can help them solve a particular problem.

Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.