Are You Part of This 90% Statistic?

chris-liverani-dBI_My696Rk-unsplash (1)According to the findings of a 15-year study conducted by an Atlanta based sales training organization:

More than 90 percent of all sales people volunteer a price decrease without being asked!

In addition, according to the same study, most salespeople do not believe their product or service has enough value – or is actually worth the price they charge.

Wow. This can be damaging to a business.

When salespeople truly understand the value of their products and services, they are better able to communicate a unique and authentic introductory statement.

Your perception and communication of the value you offer affects the customer’s interest in what you have to say.

Take a look at this E-mail received from Hugo Garcia, after he completed my e-Course, and signed up two new accounts!

“My intro on my cold calls has been helped by Ann Barr’s e-Course. I tend to keep more people on the phone and interested in what I have to offer. As soon as I started using the information from Ann’s class,  I signed up two new accounts!” - Hugo Garcia, Houston, Texas

One-to-One Sales Training and Coaching

Because this course includes four weeks of one-to-one once-a-week private telephone sales training and coaching where I will work personally with you, this course is limited to the first 10 people who register.

Step-by-step, I’d like to help you

  • Understand the true value you, your company and your products and services provide to customers,
  • Find out the best way to overcome phone fear,
  • Brainstorm your unique attention-getting opening statement so prospects will want to listen to you,
  • Find out which questions to ask prospects to get the information you need,
  • Pave the way to a successful follow-up call,
  • Discover three effective ways to get through gate keepers,
  • 7 ways to answer objections – and
  • 10 ways to ask for the order or appointment,
  • Find out which voice mail messages will get your calls returned,
  • Implement 3 critical steps necessary to win back lost customers

Private One-on-One Coaching and Sales Training

This is a private four week e-Course which includes four weeks of workbooks, one-on-one coaching and once-a-week sales training by telephone and e-mail.

After the first week of the e-Course, Felipe Hernandez wrote:

“Already in the first week of the Ann Barr e-Course I’ve learned a lot about how to approach my work. I am able to walk away from the first week with a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”
-Felipe Hernandez, Sales Consultant,  Zeno Office Solutions, Midland, TX

Thanks for reading – here’s wishing you a profitable day!

Ann
PS - Questions?  Phone me at 757.463.0924 – or email annbarr@annbarr.com today!
PPS – You can see the registration form on this page
PPPS – Good News: Your BTA Educational Discount can apply to this Course!

3 Best Ways to Answer the Dreaded Price Objection

hassan-ouajbir-IYU_YmMRm7s-unsplashYou know that feeling, when the prospect seems interested, you’ve given your perfect presentation,
then …

... gulp. You hear the dreaded price objection :-(

What to do first:

  • Wait for the prospect to finish speaking.
  • Pause for 3-5 seconds.
  • Then ask a question.

 Prospect: “I’ve seen lower prices on this product.”

3 BEST ANSWERS

1.) Your answer: ” I understand. Are you saying that our prices are high in comparison to Internet prices or our competitors?”

The prospect may have seen lower prices on the Internet. If that’s the case, you can share horror stories from your customers about their negative experiences buying from websites like ebay.

If your price is higher than the competition’s, this opens the door for you to differentiate on value. You have more to offer than just price.

Prospect: “It’s too expensive.”

2.) Your answer: “I understand. In fact, I had two other customers just like you who were uneasy about the price at first. But what they found was … “

Use quotes from your happy customers who have written to focus on the value of buying your products, like free training, etc.

Prospect: “Your price is too high.”

3.) Your answer: “Setting price aside, do we have the product/service you want to buy?”

If the prospect answers “yes,” you can follow up with a very important follow-up question.

Your follow-up question:  In addition to price, what else is important to you?” 

After your prospect replies, you can stress the benefits your company offers, like fast delivery, personal service and you can quote from positive testimonials you have received.

You will discover more answers to objections – and much more – in my one-to-one private e-course.  And you can sign up for more sales tips on this page

 Thanks for reading – here’s wishing you a fantastic day!

Ann

PS – to sign up for the next e-Course, please email: annbarr@annbarr.com and ask me any question on your mind.

PPS – Good news: Your BTA educational discount applies for this course!  

PPPSYou can see the registration form on this page

PPPPSFor more ideas and tips – Follow me on Twitter.