The Selling Game

Any professional Sales Manager, Sales Trainer or Sales Environment that is looking to increase revenue at the lowest possible cost and potentially the highest possible impact... please read on!

The Sales Activator® is interactive, versatile, effective and ... FUN! 70 Hours of re-useable resources to adapt to your own requirements! Win more customers and turn existing ones into lifelong ambassadors. Optimise the engagement of your salesforce with each customer.

Reduce training costs & minimise disruption with eLearning

Our e-learning courses are ideal for managers who feel they are too busy to coach teams or are concerned about cost and loss of productivity. With 62 bite-sized (20-30 minutes) modules on all areas of the consultative selling & sales process (ISMM level 3 accredited), you can access independent coaching sessions that meet development needs and enhance capabilities through guided and assessed self-learning.

Individual modules are available as well as the flexibility to customise to suit your team’s needs.

 

Reduce training costs & minimise disruption with eLearning

Our e-learning courses are ideal for managers who feel they are too busy to coach teams or are concerned about cost and loss of productivity. With 62 bite-sized (20-30 minutes) modules on all areas of the consultative selling & sales process (ISMM level 3 accredited), you can access independent coaching sessions that meet development needs and enhance capabilities through guided and assessed self-learning.

Individual modules are available as well as the flexibility to customise to suit your team’s needs.

 

Valuable advice on price objections

As one of the world’s wealthiest men, I think it’s safe to say that American business magnate Warren Buffett knows a thing or two about sales. And he certainly had a point when he uttered the famous words: “Price is what you pay. Value is what you get”. This is valuable advice on price objections.

In our field, objections based on price are pretty common. But my view is that price is something clients invest in. In most cases, a product or service that requires a higher initial investment is more cost-effective because of the value it delivers over time.

How can salespeople demonstrate this value? Well, the first thing they need to do is to understand the competition. What is their competitor’s entry-level price and what does their product or service promise in the short and long-term?Screen Shot 2015-11-19 at 12.52.34

Say your company sells an expensive but highly concentrated brand of washing up liquid, and your competitor sells a much cheaper version. One way of tackling a sales objection in this scenario would be to look at how long your bottle lasts over a specific period of time compared with the competitor’s.

If a single bottle of your product washes twice as many plates as the competitor’s, it wouldn’t be long before it starts representing value for money. The key, however, is for the salesperson to quantify this cost-saving. And one of the very best ways of doing this is to use the lowest common denominator (in washing-up terms, the cost of washing per plate).

My top three tips for overcoming price objections, then?

  • Know your and your competitor’s offer.
  • Demonstrate (and, if possible, calculate) the added value you can deliver over time.
  • Present your price using the lowest possible denominator, focusing on value. (As Warren would doubtless confirm, value is what the savviest customers are looking for, after all!)

Put learning into action with the eLearning module ‘Handling Price Objections’

‘Valuable advice on price objections’ is written by Lorna Leck, Managing Director of Sales Activator. lorna.leck@salesactivator.com

Posted November 19th, 2015 in Closing, Handling Objections, Tips, Uncategorized .
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