Selling at your Higher Price
The Power Series 2018
Feb - Getting New Customers Mar - Selling at your Higher Price Apr - Selling over the Telephone May - Sales Presentations Jun - Closing the Sale and Objections Jul - Key Account Management Aug - Double up Sept - Sales Negotiation Oct - Selling Face to Face Nov - Creating Raving Fans
What is Quality ?It Works
It Looks Good
It Satisfies your Customer's Needs
It Lasts
It Maintains it's Value
Your Customer is proud to own it
Selling the Perception of Quality
To Sell Quality you have to have Quality Sellers
Other Employees
Do Sweat the Small Stuff!
Guarantee
Quality Advertising
Selling the Perception of Quality
Quality Communication
Brochures, Proposals & Quotations
Selling the Perception of Quality
Quotations / Proposals
Specifications
Price
Delivery
Terms and Conditions
Price only holds good for 30 Days
Quotations
The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
ProposalsQuotations / Proposals
Packaging
Vehicles
Selling the Perception of Quality
It is Easier to Sell the Higher Priced Product
Selling at your Higher Price
Benefits = 4, Price = 4, Value = 1Benefits = 6, Price = 4, Value = 1.5Benefits = 8, Price = 5, Value = 1.6
Selling at your Higher price
ValueBenefitsPrice
=
Delivery
Quality
Relationship
Price
The Circle Of Satisfaction
The Circle Of Satisfaction
Quality
Relationship
Delivery
Price
The Circle Of Satisfaction
Quality
Relationship
Delivery
Price
The Circle Of Satisfaction
Quality
Relationship
Delivery
PricePrice
The Circle Of Satisfaction
Delivery
Quality
Relationship
Price
The Circle Of Satisfaction
Delivery
Quality
Relationship
Price
Objections
Listen to the whole objection Clarify the objection
It’s too expensive!“When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?”
Objections
Listen to the whole objection Clarify the objection Answer the objection Get agreement
Objections
OppositionIndifferentSceptical
Objections
Either Convert the objection to a need then provide your benefit that satisfies that need Or
Minimize the objection and maximize the benefits you have already agreed
Opposition
Add
Take away
Multiply
Divide
all the benefits
what the customer will lose
the savings
the extra cost by someappropriate figure
Opposition
The buyer says "That's it", or "Take it or leave it".
The buyer agrees to a price and then adds on extras.
The buye r u se s the "bu l k discount" tactic.
The buyer keeps you waiting
Buyers Tricks
Recommended
![ASA-CICBV Business Valuation Conference Deferred Revenue ... · Power Holdings, Inc] ... party’s stand alone selling price, management’s best estimate of stand along selling price,](https://img.pdfslide.net/doc/110x75/5fb0e86061ef096cc67e2d76/asa-cicbv-business-valuation-conference-deferred-revenue-power-holdings-inc.jpg)
