Today, we are facing increasing pressure to reduce prices, increase discounts and generally reduce the cost to customers. This means that sales staff are handling more and more price objections every day. Understandably, this exposes them to quite a lot of stress and also is a daily test of their ability to withstand the demand for lower prices. To cope with this situation, sales staff must know the value of their offerings and believe in them. Read more…
It seems that all buying decisions are based on price. We operate in a competitive business environment that dictates the emphasis on price. Customers and prospective customers constantly ask for lower prices and carefully compare our prices with the competition. When they have done that they hassle us to give them a better deal. Regardless of what you sell, you probably face price objections every day. Whilst price is important, it is seldom the primary factor in a buying decision. Read more…
No matter what you are selling or promoting, the most important part of your verbal presentation and your written literature is the offer that you are making to your prospective customers. The offer can be in a brochure, an advertisement, a flyer or when you are talking to prospective customers. If you get your local yellow pages and look in your category, you will find that most of your competitors don’t make an offer in the advertisement. An advertisement without an offer can never generate much business and is a waste of money. Read more…
This is a specialist area of training. In today’s economic climate, sales training has to be more effective. It really is time to review the way we train salespeople because of the time, effort and money which is expended in this area. We have to ask if the traditional ways are working in the marketplace. Are we getting value for money? Read more…
Today’s business environment is characterized by the increase in competitiveness. So much so, it seems that the most important aspect of potential customers’ buying decision is price. We are under pressure to give people a better deal as they constantly ask for lower prices and are always comparing our prices for the competition. No matter what you sell, you probably face price objections day in and day out. Read more…