Sales Training USA Day-2 Page-1

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This sales training USA based Sales-Class is about how to figure your price. How is it that most people think that the lowest price always wins? Because 99% of all sales people think this way, you have a great advantage to make profits if you understand this sales training tip.

I challenge you to think a different way.



It is so important to not compare yourself against your competition, but compare yourself against the clients current cost or the gained benefits to the client.

Here are a couple of examples:

Say you are selling phone services. Your phone service sells between $200 and $500 per month. The client has provided you with his current cost in your analysis. His current cost shows that he is paying over $500 per month.

Here is where most sales people fail.

They may make the sale, but they will always make a meek living. 90% of sales people would quote $200, close the deal and go home happy with their $25 in commission.

However, the clever sales person would present the cost comparison (proposal) to the client that shows the clients current system compared to the proposed system (side by side).

The sales training tip here is

NEVER compare your price to the competition.

Instead, compare it to the current cost of the client. This sales secret is one of the most valuable I have ever learned.

Sell the value of your product. You must show your service is hands down better, more productive, timesavings and all of the reasons why your system is better than the current one he has. Then, and only then, after you are sure that he sees this you propose the price of $428.89.

So, the client gets a fantastic system that’s so much better than the one he is currently using, and that’s $71.11 less than he is spending now. Win, Win, Win. Then you go home with a fat commission and enjoy the better things in life.

First, was it good for the client? Yes, he got a better system and saved money over his current cost.

Second, was it good for your company? Yes, your company is now billing $428.89 per month instead of $200.

Third, was it good for you? Yes, not only are you a hero, you should make 3 or 4 times the normal commission.

This sales training USA class secret is that most clients will choose the $428.89 over the $200 your competition is pushing. Why? Ask yourself this.

Does your client drive a Yugo? Does he pay all of his employees’ minimum wage? Does he bring his lunch to work with him every day to save a few pennies? If you answer yes to these, find another client.

Here's another example about selling Copiers. Let's say you can sell your copier aywhere from $300 to $600 per month. The client has provided you with his current cost in your analysis.

His current cost shows that he is paying over $600 per month. Again, here is where most salespeople miss the boat.

They may make the sale, but make a small commission. 90% of salespeople would quote $300 per month, close the deal and go home happy with their $500 in commission.

However, the salesperson that attends this Sales-Class will compare their projected cost to the prospects current cost.

First, sell the value of your copier. You must show your copier is the best. You have the best service and so on. Then, after you are sure that he sees this you propose the price of $498.20 per month.





Always compare to current cost, not the competition.

This would include your (standard) one-year warranty including parts, labor, toner & paper. This shows that your machine is so much better than the rest. A one-year all inclusive warranty period. Of course, this is built in to the payment.

So, the client saves $101.80 less than his current cost. It's a Win, Win, Win. Then you go home with a fat commission and enjoy the better things in life.

Is it good for your prospect? Yes, he got a better system and saved money over his current cost.

Is it good for your company? Yes, Your Company is now billing $498.20 per month instead of $300.

How about you? Yes, your commission is just right! Ever wonder what your interest rate really is? Would you like to find out? Have you ever been asked for a payment schedule or amortization schedule?

Use our lease calculator to create one for your client! Check out our free lease rate calculator to figure interest rates, calculate your competitors price and figure buy-outs at our Free Lease Rate Calculator.

Get Rid of I and My

Replace with Our and We. This is the “Big I Little U Principle”

Our Sales Training USA Examples:

Say Not: I believe that quality is number 1.

Correct: We believe that quality is number 1.

Say Not: My Company has the best service records.

Correct: Our Company has the best service records.

Say Not: I believe that my Sales Training USA course has the best material on the internet for the best price.

Correct: We believe that our Sales Training USA course has the best material on the internet for the best price.

Using I and my is limited to one and seems very small-minded. Using our and we is large and in charge.

This sales training USA sales tip triggers the client’s subconscious to believe he is hearing a statement from many, instead of one. Believe it, (our) research shows that (we) are right!

Win Win Win

When you evaluate your proposal, look for three key ingredients:

1. Is it good for my client?

2. Is it good for my company?

3. Is it good for me?

If you get a yes for all of the above, go for it. If not, fix it so you have a win, win & win. Never compromise your integrity by proposing something that’s less than win, win, win.

To continue this Sales Training USA Sales-Class select Day-2 Page-2 on SPIN SELLING.

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