3 Reasons You’re Not Selling Enough
Your prospect doesn’t know how much your product is worth. How do they know whether your price is fair, too high, or if it’s a bargain?
Your prospect doesn’t know the cost of their problem.
You believe the old myth that relationships help to make the sale.
The rep’s relationships got you to the negotiating table, so of course it will help you to finalize and secure the deal, right? Not necessarily.
5 Ways to Increase Your Sales:
1. Think like a customer.
Ask yourself
How much is this problem worth if we solve it?
How much money will the prospect save or earn from THEIR customers?
2. Understand how your prospect creates market value.
Use relationships to understand specific symptoms.
Determine how each buying influence experiences the problem in a different way.
Ask relevant questions, take notes, and ACT!
3. Create value by customizing your offering to directly resolve specific symptoms.
Modify product features if possible.
Bundle service options, quality metrics, bonus clauses, and other less tangible features to differentiate.
Be creative. Don’t handicap yourself with self-imposed constraints.
4. Communicate the quantifiable value.
It is your responsibility to ensure that the prospect knows the actual value of your offering.
Document it, and inform your buyers that:
Our service contract will save you a hundred thousand dollars per year in unplanned downtime.
Our enhanced efficiency will allow you to charge twenty thousand dollars more for each of your systems sold to your customers.
5. Deliver on your commitments and promises.
What prevents you from selling more?
How would you be able to increase your selling prices and still sell more?
STrunkett
Managing Director at Sales RaceHorses
Scott Trunkett is an energizing leader who conceives, designs, and drives strategic B2B marketing, sales, and business development to deliver revolutionary profitable revenue growth.His talents have driven substantial growth in a variety of industries, including Power Generation, Aerospace, Defense, Petrochemical, Pulp & Paper, Oil & Gas and other technically advanced B2B markets.Scott is highly skilled in a variety of mission critical business requirements including digital and conventional marketing, strategic planning, sales organization design, employee engagement, and customer relationship management (CRM) design and implementation.Scott received his formal education in Physics and Mechanical Engineering from the top tier engineering school Rensselaer Polytechnic Institute, and received his Certified Sales Executive (CSE) designation from Sales and Marketing Executives, International.
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I appreciate the detail in this article. Well written and too the point!