Don’t drop your pants……!

  

               Late last year I met with a Toronto based manufacturing salesman who was insistent that he was a top negotiator and always brought the deals in. I spoke to his VP Sales and found that although he was bringing in the sales, he was actually selling at a low margin. He had to sell three times as many orders as the real top salespeople. On top of that, this individual was working longer days than everyone else.

              After another interview with the salesman and a few questions on some of his orders, I discovered that whenever the customer/prospect challenged him on price, he dropped his pants and agreed to a lower price.

He was selling on price – the client’s price! 

           In any selling situation you must find out the prospect’s real need or you will sell on price!

          Here is one question that will ferret out the prospects need and help you put together a selling strategy based on value.

           Early in the qualification phase of the presentation, ask the prospect this question: “Why don’t you do nothing and save yourself the money?” The client’s answer will tell you the real reason he is in the market to buy your product or service.

Selling with you.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

 (Mississauga).

Tel: 905-275-2907

E-mail: buspilot@bell.net