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The Key To 'Building Value'
Featured Author:
Mike Brooks
Mike Brooks, Mr. Inside Sales, is president of Inside Sales Solutions, a Los Angeles based inside sales consulting and training firm that teaches companies and sales reps how to become Top 20% producers. A published author, executive coach and sales trainer, Mike has been teaching the skills, techniques and strategies of Top 20% sales performance for over 25 years.
Mike specializes in working with business owners who have under performing outbound or inbound inside sales teams either business-to-business or business to consumer. Mike just published the definitive book on Inside Sales called, “The Real Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.” To read about this book, and to find out how to become a Top 20% producer, visit his website: www.MrInsideSales.com
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By Mike Brooks, Mr. Inside Sales
You hear it all the time – if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?
Let’s face it – prospects will often buy from people they like, know or trust. Your enthusiasm for your product or service is also a big factor in getting your prospects to place an order with you as well. Knowing this, I’ve often used the following script to not only build value in my product or service, but also to build value in myself. Here’s what to say:
If your prospects says, “I can get cheaper,” or “Well the XYZ company has something similar or for less money,” or anything like that, say:
“You know ___ I’m aware of all the other options for this (product or service) and quite frankly if I thought any of them were better for my clients, I’d be working there and selling them.
“When I got into this industry I did my own research, and I looked for the best company that not only offered the best (product or service) but also delivered the best customer service and follow-up. I chose (your company) because they give my clients the best overall value and the best experience and that means they continue to do business with me and refer new business to me as well.
“If there was a better product or company for you to be doing business with I’d be there and we’d be talking about that. But there isn’t.
“Bottom line – if you want the best overall value, results and experience with this (your product or service) then do what I do did – choose (your company) – You’ll always be glad you did. Now, do you want to start with the X size order or would the Y size order be better?”
This technique builds value in the most important part of any sales transaction – you and your belief in your product or service. Use it each time you get the price/competition objection and watch your sales and confidence growth.
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infolosophy
about 1 month ago
24 comments
I've said it once and I'll say it again, since value is not defined by me, but by the customer, my job, in building value, is to find out the emotional need the customer has, and set about proving how my product meets those needs....If I do a good job of that, pricing becomes much less of a concern.
rich34232
3 months ago
606 comments
I like thi article. My lquote is quite franky mrs client I really do ont want to talk about (company) However if I thought anybody could give you better quality of material,quality of workmanship the service I would be there and we would be talking about them but there isn't.