Whether you’re working with a new customer or an existing one you’re going to have to talk about price at least once or twice. The problem, especially today, is that most people are incredibly concerned about their finances and most are looking for way to cut back instead of ways to spend more.

Your first instinct may be to lower your price but that course of action is really going to hurt you more than it will help. First, it tells your customer that your product isn’t really priced correctly to start with. After all, if it were you wouldn’t be able to give a discount. Second, it will leave your customer expecting discounts from you in the future – with every transaction.

You need to convince yourself, first, that the set price for your product is the right price. Then you need to make sure that every member of your sales team is convinced of the same thing!

After you are convinced, you’ll be better able to deal more effectively with your clients but remember the following:

• You have to make eye contact when discussion price.
• You need to ask your customers questions so that you can understand their needs and objections.
• You need to prove to your customer that he’ll get a return on his investment.
• AND you need to accept and move on if a client simply doesn’t want to pay the price you’ve offered.

After all, you want to close good sales – not just every one that walks through your door. A client not willing to pay the price for a good product and good service isn’t one you want to hold on to and, as a manager, you need to learn how to tell the difference!

Thanks again,
Sean

Sean McPheat
Managing Director
MTD Management Training Courses

Click below for a:
FREE email course “Improve Your Management Skills”

The holidays are a great time of year, especially if you are in sales.

Yes, you heard me correctly. I refuse to believe that the holiday season is an acceptable excuse for anyone – whether in customer service, management, or sales – to slack off. You should be just as productive as ever, even if that means changing your angle of attack. What do I mean?

Say you have a list of clients, contacts, family members, friends, and acquaintances you haven’t spoken to in a very long time. You’ve let so much time lapse, in fact, that if you call they’ll really know that you’re simply calling to try to build up a sales relationship. That doesn’t necessarily look good for you as a salesperson.

The holiday season, however, gives everyone a great excuse for picking up the phone to say hello and rekindle relationships, both personal and professional. People who are usually busy or traveling for business purposes are spending more time at home or in the office, trying to get things done before the holidays and, as such, are easier to get in touch with. And most are glad to reconnect.

I’m not saying you need to close a whole bunch of sales this month. What you do need to do is make as many phone calls as possible over the next few weeks, especially during the week between Christmas and New Years. What you should end up with is a great list of leads that will help you to jumpstart your New Year with a huge amount of momentum.

You’ll be working, you’ll have results to show your sales manager, and you’ll be excited about the potential sales you may close in January. Now that’s the right way to start off a New Year!

Thanks again,
Sean

Sean McPheat
Managing Director
MTD Management Courses

Click below for a:
FREE email course “Improve Your Management Skills”