selling at your higher price
DESCRIPTION
Power Series Business Breakfast - "Selling at your Higher Price"TRANSCRIPT
Selling at your Higher Price
What is Quality ?It WorksIt Looks GoodIt Satisfies your Customer's NeedsIt LastsIt Maintains it's ValueYour Customer is proud to own it
Selling the Perception of Quality
To Sell Quality you have to have Quality Sellers
Other Company Employees
Do Sweat the Small Stuff!
Guarantee your product or Service
Selling the Perception of Quality
Quality Communication Brochures, Proposals & Quotations
Selling the Perception of Quality
Quotations / Proposals
Specifications
Price
Delivery
Terms and Conditions
Price only holds good for 30 Days
Quotations
The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
ProposalsQuotations / Proposals
PackagingAdvertisingVehicles
Selling the Perception of Quality
It is Easier to Sell the Higher Priced Product
Benefits = 4, Price = 4, Value = 1Benefits = 6, Price = 4, Value = 1.5Benefits = 8, Price = 5, Value = 1.6
Selling at your Higher price
ValueBenefitsPrice
=
Delivery
Price
Quality
Relationship
Price
Quality
Relationship
Delivery
Price
Quality
Relationship
Delivery
Price
Quality
Relationship
Delivery
Delivery
Price
Quality
Relationship
Delivery
Price
Quality
Relationship
It’s too expensive!“When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?”
Objections
Either! Convert the objection to a need ! then provide your benefit that ! satisfies that need Or! Minimize the objection and ! maximize the benefits you have ! already agreed
Opposition
Add
Take away
Multiply
Divide
all the benefits
what the customer will lose
the savings
the extra cost by someappropriate figure
Communicate Value
The buyer says "That's it", or "Take it or leave it".
The buyer agrees to a price and then adds on extras.
The buyer uses the "bulk discount" tactic.
The buyer keeps you waiting.
Buyer’s Tricks
Selling at your Higher Price
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