Maximizing your price is never easy.
Customers today expect discounts. Unfortunately, they’ve come to expect discounts because far too many salespeople have been willing to give in and reduce their price.
With more and more people becoming accustomed to getting a discount or special deal of some type, it makes the role of the salesperson that much harder to hold the line and not offer a discount.
Below are 5 sales tips you can use right now to help you avoid giving a discount.
Over the next several days, I’ll be explaining each one of these in much more depth to ensure you are able to use these with your customers.
I’m not asking you to pull the wool over your customer’s eyes. No, what I’m saying is if you handle the sales process properly and allow the customer to understand the full value what you’re selling, you can avoid the discount.
If you’re wondering if these are the only five sales tips I have to help you maximize your price, no — there are a lot more. I promise we will get to those at a later date.
5 Sales Tips to Maximize Your Price:
1. Sell the outcome, not the activity.
Anyone can sell features. Your objective is to focus on the outcomes the customer will gain when buying from you.
2. Sell the urgency of the customer’s timeline.
Customers are far more willing to pay more when what you have is what they need now. Key is in knowing what that timeline is.
3. Increase the level of confidence the customer has in you.
The more confident the customer is with you, the more value they will place in what you’re telling them.
4. Don’t breakdown your pricing model.
Example I like to use is that doctors don’t do half a surgery. They do the entire procedure. The same is true with you. There’s no reason for you to piece meal your pricing and elaborate on every line item.
If you can’t state your price with conviction, then how do you expect your customer to believe you?
When you look at these sales tips to maximize your price, which one sticks out to you the most?
My challenge to you is that you begin today to embrace what these tips represent — a path toward more profit and more satisfied customers.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
6 Responses
I can relate to #1 I find myself doing this all the time as something natural and benificial for both sides : )