It doesn’t take much to get me going. Because I believe that the ability to price aggressively will elevate sellers from good to great, I’m ready to discuss this topic at the drop of a hat. In this case, my motivation came from recent articles by two sales trainers for whom I have profound respect. With apologies to them, I’ll paraphrase a few of their words. Mark Hunter is the author of High-Profit Selling (thesaleshunter). Mark insightfully, if painfully, points out that positioning price as a main benefit is tantamount to announcing that the salesperson has little else to offer. He adds that the customer who is interested because of price is going to ask for an even lower price in the future. Jeff Schmidt is EVP and partner at Sparque (sparque.biz). He believes that most sellers badly underestimate both the ability and willingness of prospects to spend larger sums of money. As a result, the orders these salespeople write are significantly smaller than they should be. Before becoming an accomplished trainer, Jeff carved out an incredible sales career following his own mantra – Think Big, Ask Big! radioink/Article.asp?id=2827678&spid=24698
Posted on: Tue, 19 Aug 2014 21:50:45 +0000
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