davidson@carldavidson.com.
Best regards
Carl Davidson
http://www.salesandmanagementsolutions.com
Overcome Objections - Would You Ever Pay $150.00 For A Bird Feeder?
This article is intended to put the fear of low prices and
low priced competitors in perspective so you can sell more
and discount less. It is designed to share with you the
fact that your customers don't buy prices, they buy value
and they buy solutions. When we focus on price, we lose
control, we lose sales and we lose money. If you usually
discount or lose sales over price, we have good news for
you.
Take as an example, a bird feeder. This is a simple device
that holds seeds for birds. The inexpensive brands start at
about $9.00. There are hundreds on line and at big-box,
low-price stores like Walmart. If you sold bird feeders,
would you assume that most customers would have to get it
at the low Walmart price to buy? That is exactly the
assumption many of us make in our sales. If there is a
supplier at a low price, we assume our customers know and
will want to buy from them and that the lowest price is the
benchmark that all other prices are measured by.
Back to the bird feeder. I bought a bird feeder that cost
$150.00. Now before you offer me your swamp land in
Florida, let me explain why I did and why I am very happy
with my purchase. You see, I like birds but I don't like
squirrels. Squirrels don't sing, they eat a lot and they
are basically rats with fluffy tails. I tried a lot to get
rid of them but nothing was effective. Like your customers,
I was searching for a solution to a problem.
One day I saw a bird feeder with a motorized perch. When a
squirrel touches the perch, a motor starts and whips the
squirrel off the feeder. It's entertaining and safe, but
best of all, it got rid of my pesky squirrels. Now, this
feeder cost $150.00...that's 15 times what usual feeders
cost. Worse yet, I already had a perfectly good feeder that
I would have to throw away. It took me about 5 seconds to
make up my mind and make the purchase.
This example shows that you, me and your customers buy
solutions not price. If the problem is bad enough and the
solutions is good enough, price is not an issue. We all
need to concentrate on finding the problems our customers
want to solve and presenting a great solution.
There are a lot of skills in doing this. The words we use
are important, timing is essential and so is finding out
exactly what our customers want solved. Skills in
overcoming price and in presenting value and solutions are
worth developing and refining as they will pay dividends
for your entire career.
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Sales training article discusses how to deal with price
objections and customer will pay any amount if there is a
value and a solution. It teaches how to sell for more and
technqiues required to close more and overcome price
objections. For more information on our DVD visit
http://www.pricedoesntmatter.com
