Selling at Higher Margins Even in Tough Times
In tough times, decreased margins are the number one cause of companies not making it through to better times or not being strongly positioned to take full advantage of better times when they come.
Yet most sales professionals are never taught effective strategies for high-margin selling. The fact is, selling at high margins always requires selling:
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against lower priced competition,
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in the face of pricing pressure from prospects, and
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despite “commoditizing” market forces.
An uncertain economy simply makes these skills a matter of survival as much as profitability. Which makes focused sales training the single best insurance against a market downturn.
Ask yourself, do your sales professionals know:
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The two most common – and worst - mistakes salespeople make when presenting price. Mistakes that sabotage any chance of selling at high margins.
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6 proven strategies for countering pricing pressure and objections
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Which kind of testimonials can be used to effectively deflect pricing pressure in a way that your own words can’t – and how to make sure you have those kind of testimonials on hand.
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How to de-commoditize your offering – both in the marketplace and in the mind of your prospect.
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Why the “better moustetrap” mindset can actually hurt your sales.
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The exact formula for value, and how to stack the variables in your favor, allowing you to sell on value (and never price).
Do-able tactics AND sound strategy wins the game – and the business
While we certainly cover the “why-to” in this course, you’ll quickly find that this is an “all-meat” sales training event filled with precise “how tos” and insights that prove themselves every day on the street.
You and your sales team will walk away knowing exactly how to sell against lower priced competition while maintaining high margins – down to exact phrases and strategies and dialogue to use when your prospect tells you “your price is simply too high”
Focused follow-up for creating real behavioral change
And you can rest assured that this course also comes with follow-up and reinforcement included. You’ll receive on-going training to make your skills a workday reality.
High priced selling isn’t a matter of being a “born sales star,” or of luck, or of having the right economic environment; it’s a matter of applying specific and crucial sales skills. Provide your sales professionals with those skills, and you could transform tough times to breakthrough performance for your team.
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