Archive for the ‘Value selling’ Category
Thoughtful Thursdays – Addressing the question of value
A popular sales topic is the price objection, and I have posted several times on the subject. We talk about quantifying the value of products and services and communicating it to the prospect. Today’s thought… Read More
Thoughtful Thursdays – Your higher price doesn’t necessarily make it more expensive
Before making any decisions about reducing your price to address a price, quantify the value the product brings to your customer. If your product increases productivity, put a dollar value on the added capacity. If your product… Read More
Thoughtful Thursdays – Know when to upsell
Most sales training or books about selling discuss the topic of identifying and understanding your customers’ needs. Relating to the need is what they are prepared to pay to satisfy that need, or the budget… Read More
Thoughtful Thursdays – Be a sales professional
Have you ever thought about why professionals are so good at what they do? “Good At what?”, you may ask. “At whatever they are professionals doing.” I respond. What they do is not relevant. It… Read More
Thoughtful Thursdays – Worried about implementing a price increase?
One of the least favourite tasks sales representatives have to perform is to tell their customers that their prices are increasing. It is right up there with collecting overdue payments and completing sales call reports. After all, friends wouldn’t do that… Read More