What happens when your longtime customer says they want you to cut your price? Forget that you’ve been servicing the account for years! Management has demanded that all departments cut costs, and a new competitor is angling for your business.
When you know how to sell value, price issues become less important to making the sale when you know what it really takes to be a deal maker without cutting into your profits!
The expert on selling value, Don Hutson has agreed to share his expertise for FREE on our new One Minute Success Series kickoff for 2015 happening Wednesday, April 22nd at NOON CST!
I was peacefully sitting in the den of my home on the Mississippi River this morning, sipping coffee and enjoying the morning paper, when, out of the corner of my eye, I noticed something meandering down river. It was the Delta Queen!
This old wooden paddle wheeler was mothballed a few years ago due to being a safety hazard, but I read recently where the owners got special clearance to transport it to New Orleans to be completely refurbished. I was thrilled to read that the old girl was being saved. It was in rough condition when I saw it this morning and being pushed by a tug and accompanying barge with parts, etc.
If we are going to separate ourselves from the competition in the eyes of our clients, we cannot be just another “me too” salesperson. We need to have a better sales approach.
I’d like to take you through the U.S. Learning model we refer to as“The 5 Stages in The Evolution of Selling.”The key today is to develop a“selling style”that customers are comfortable with, or we will be unable to build trust. We need to sell them in a way that increases the probability that they will get engaged with us, talk openly about their issues, opinions, and preferences. If we can get them talking and feeling comfortable with us, we have a great shot at getting an order and establishing a long term relationship.
I heard a business strategist say recently that “Hope is not a strategy”. I also remember that the Bible tells us that “When there is no vision, the people perish”. I happen to think that there is, indeed, power in anticipating great things.
Thoreau defined motivation as “The pull of anticipation and the push of discipline”, which is the best I’ve ever heard on the topic. So what does anticipation mean to you? Can you share an example in your life when your anticipated something, acted on the expectation that it would happen, and enjoyed the fruits of your positive outlook?