If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a salesperson.
The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer enough, giving them information about your products or services is no longer necessary.
They can get them by themselves, without ever talking to you or your company, and know more about your product and positioning on the market than you. If they know so much about you, how can you try to sell them the same product without knowing their business situation or their needs?
Alen Mayer is President and CEO of North American Sales Training Corp., a global sales training and consulting company. He lives, eats and breathes sales and combines over 25 years of experience in international sales and business development with a rational no-nonsense practical approach to selling.
Alen is a true pioneer in the sales industry; he was the first one to write a book on Trigger Events in 2007, and since then there were dozens of other authors who helped shape the new sub-genre of sales training.
He is published author of 7 other sales titles including "Trigger Events" and “Selling For Introverts”.
To contact Alen, one of Top 25 Sales Influencers in the World, call him at (647) 427-1588, or send an email to alen (at) alenmayer.com
