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I wish I had a dollar every time I heard someone tell me they didn't sell because, the prospect couldn't afford it, they needed to discuss the price with someone else first, or they'd buy it if only it wasn't so expensive, and so on. To a high income professional the solution is simple, they usually don't get these type of responses because their presentation has been written and delivered in a manner which eliminates this one problem. To them price is never an issue. And ever since I learned of this one point (and worked out how to apply it to my presentations0, I too was rarely bothered by it. But most people aren't in the top 5% of income earners, and to them this problem is real. Then I found, if you tell most people how to fix it, they nod their head in appreciation, thank you for your time, and come back a month or two later asking the same question. I'd again tell them how to fix it, get the same response, only to have them back again a month or two later. I pondered long and hard over what I had told countless people, for what now seemed like countless years, and felt that perhaps I should rethink the problem and come up with a more user-friendly solution. And here it is. But remember, it is only an alternative to improving the manner and style of your presentation, and the on-going study any top professional gladly endures. 1. Talk - about your company's reputation, its people and facilities. The more you talk about foundational matters, the more confidence they build in your ability to look after their problems should the need ever arise. 2. Get excited - your prospect will never get more excited about your product than you do. And once excited, its hard for the prospect to cool down too quickly. 3. Demonstrate a genuine interest in your prospect. When your prospect knows you genuinely care, price becomes less of an issue. 4. Demonstrate the quality and value of your product. Let your prospect handle the product as much as possible. If you are able to demonstrate your product, get your prospect to help you with the demonstration. 5. Paint word pictures of after-sales benefits. Most people are, willing to pay more for quality benefits. 6. Furnish test results, case histories and testimonials. Then show your prospect a list of happy customers and how you've helped them. 7. Always be willing to go the extra mile and follow through on commitment. The more you show you are willing to serve, the less the price matters. ***************************************** This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com - Submit your articles to AMAZINES.COM
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