As Salespeople, we are often faced with this ploy by the educated buyer.
It may be quite sincere, there may be in fact someone who is prepared to take a lot less for what we do.
It doesn’t mean you will lose the business- it’s just a jolt to let you know you haven’t yet shown the buyer enough value in your proposition so they can see the difference in your offer over your competitors. [Read more...]
Before we move into Part 2 of How to Develop Your Unique Selling Package, if you missed Part 1 I answered the question “Why out of all the vendors available to me right now, should I buy from you and your company?
Your Strategic Message of Uniqueness
Do you want to improve your strategic selling skills?
The first and most important effort is to work on your two-minute strategic message of uniqueness that explains why someone should buy from you. [Read more...]
How do you answer when asked ….. “Why out of all the vendors available to me right now, should I buy from you and your company?”
It’s a good question isn’t it?
I was asked this last year by a Sales Manager in charge of 12 sales people and being caught off guard, I fumbled my way through it.
Now I have crafted a message that I can recite in my sleep, while in the shower, driving to work or anywhere else and when I work with any client this is the first thing we go to work on.
It’s a muddy marketplace out there with plenty of alternatives, and people are not sitting there patiently waiting for you to come into their lives. We have to give our buyers a reason to buy from us and for them to be able to position us in a heartbeat. [Read more...]
These are eight basic milestones in the Business to Business sale process. They can be grouped together on some calls and spread apart in others. [Read more...]
I remember seeing Zig Ziglar (renowned Sales Trainer from the USA) on the platform a number of years ago here at the Melbourne Town hall when he opened with this line.
He was referring to the fact that we need to be a contrarian in sales, to swim upstream, to get a different result. [Read more...]
This is one of the simplest of all time management techniques to implement. It will immediately increase the effectiveness of every sales call you make.
Simply answer these four questions before each sales call (preferably in writing, but at least mentally). [Read more...]
