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 the best sales coaching and sales training. Call 07738010170 or email me