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Sales Selling Value - Not Price

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Price will ALWAYS seem high if value is perceived as low!
Customers don’t want cheap, they want BEST Value for their dollar.

You will lose in long run when focus on price comes from:
Poor Product Knowledge
Poor Client Knowledge
Poor Sales Skills

Veröffentlicht in: Vertrieb
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Sales Selling Value - Not Price

  1. 1. Pricing Considerations & Practices Sell Value - Not Price
  2. 2. IS THIS HOW YOUR PRICING PROCESS LOOKS FOR YOUR PRODUCTS & SERVICES 
  3. 3. Sell Value Not Price 1. Price will ALWAYS seem high if value is perceived as low! 2. Customers don’t want cheap, they want BEST Value for their dollar. 3. You will lose in long run when focus on price comes from: – Poor Product Knowledge – Poor Client Knowledge – Poor Sales Skills
  4. 4. What The Customer Wants Prospects & Customers want suppliers to deliver: 1. Timely & Responsive Service 2. Quality Products & Services 3. Low Price
  5. 5. ELEMENTS OF PRICE 1. First there is price, or what people will pay for what they buy 2. Second is cost, or what they pay for what they buy over time 3. And then there is “Perceived Value”, or what they want for the money they pay.
  6. 6. Customers Say Low Price, But Want Low Cost How do you change the dialog from lowest price to lowest cost? How do convince them they really want their problems solved, not the cheapest product? How do you raise perceived value?
  7. 7. Lowered Price = Other Concessions Use prospect’s attitude about price & cost as a barometer for overall quality of relationship. CAVEAT: Those who make a big deal out of price and expect all kinds of price adjustments usually require a lot of other concessions as well.
  8. 8. Overcoming Price Resistance Price resistance is not a price or cost issue, it comes from perceived value. How do you raise perceived value? How do you probe for problems when you receive price resistance?
  9. 9. Get all Information Early The Information You Don’t Get Early Will Hurt You Later In The Sales Process. EXAMPLES: ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________
  10. 10. Never Make Assumptions Get Information B-4-U Give It – Must it be?  Slit  Trimmed  Treated – Urgency of Delivery  From Inventory  From Production Run – FOB Point of Shipment or Delivered Price – LTL Shipment or Truckload – Payment in US or Foreign Dollars  I.e., Exchange Rate at time of Delivery – Special Handling Issues
  11. 11. PROVIDE AN EXAMPLE OF COMPLEX PRICING Added Value $ Amount Added  Slitted ______________  Trimmed ______________  Treated ______________  From Inventory ______________  From Production ______________  FOB POS ______________  LTL vs TL ______________  Payment In Foreign Currency _____  Special Packaging ______________
  12. 12. Focus On Value What does the product do for the customer? How have you raised the value of the product, and not lower the price? Lowering price only makes the prospect or customer question your original price as well as view the lower price with suspicion.
  13. 13. Overcoming Objections Make A List of Objections You Normally Hear During A Typical Sales Process. 1.___________________________________________ 2.___________________________________________ 3.___________________________________________ 4.___________________________________________ 5.___________________________________________ 6.___________________________________________ 7.___________________________________________ 8.___________________________________________ 9.___________________________________________ 10.___________________________________________
  14. 14. Prioritize The List Which ones do you hear most?
  15. 15. Evaluate The List Do You Hear Them Because of: – Poor Prospecting? – Poor Product Knowledge  By Customer  By Sales Person – Poor Presentation Skills – Other _______________ – Other _______________ – Other _______________
  16. 16. Disarming Objections Develop a strategy to answer these issues during the sales process. Frequently Heard Objection is: ___________________________ Strategy to overcome Objection is: ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________ ______________________________________________
  17. 17. TRUST People Buy From People They Trust. The key to building trust: Promise a lot and deliver more! What are examples of when you did what you said you will do and then some?

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