The Power Series Selling at your Higher Price
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The Power Series Selling at your Higher Price
- 1. Selling at your Higher Price By Richard Mulvey
- 2. The Power Series Feb - Getting New Customers Mar - Selling over the Telephone Apr - Winning Sales Presentations May - Handling Objections / Closing the sale Jun - Sales Negotiation Jul - Key Account Management Aug - 7 Habits of Highly Successful Salespeople Sept - Selling at your Higher Price Oct - Selling Face to Face Nov - Creating Raving Fans
- 3. 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
- 4. Selling the Perception of Quality To Sell Quality you have to have Quality Sellers Other Employees
- 5. Do Sweat the Small Stuff! Guarantee Quality Advertising Selling the Perception of Quality
- 6. Quality Communication Brochures, Proposals & Quotations Selling the Perception of Quality
- 7. Quotations / Proposals Specifications Price Delivery Terms and Conditions Price only holds good for 30 Quotations
- 8. The Customer’s Objectives Your Recommendations Summary of Additional Benefits Financial Implications Your Additional Information Proposals Quotations / Proposals
- 9. Packaging Vehicles Selling the Perception of Quality
- 10. It is Easier to Sell the Higher Priced Product Selling at your Higher Price
- 11. Benefits = 4, Price = 4, Value = 1 Benefits = 6, Price = 4, Value = 1.5 Benefits = 8, Price = 5, Value = 1.6 Selling at your Higher price Value Benefits Price =
- 18. Objections Listen to the whole objection Clarify the objection
- 19. 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
- 20. Listen to the whole objection Clarify the objection Answer the objection Get agreement Objections
- 22. 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
- 23. Add Take away Multiply Divide all the benefits what the customer will lose the savings the extra cost by some appropriate figure Opposition
- 24. 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 lk discount" tactic. The buyer keeps you waiting Buyers Tricks
- 26. Next Month Selling Face to Face http://bit.ly/PowerSeries_Registration
- 27. Selling at your Higher Price