Mistakes Made in Handling Price (During the Greeting)-
Mistakes Made in Handling Price (During the Greeting)-
Any form of "no", "can't", "not yet", financial qualifiers, "I don't know" or the like will guarantee you fail in the greeting and are mistakes!
Avoid these responses:
I don't know
I can't tell you
It depends
We can't give you that yet
Best price comes from my manager
How much do you want to put down?
What price would you pay?
Any and all jokes are suicidal.
While you certainly don't want to give prices prematurely you will only make the situation worse by saying any of the above.
You have to walk this fine line of assuring them you will take care of them and get them the best price....
To know all the right things to say at ALL times in ANY situation, call for you free access to Sales Training Virtual Technology where Grant Cardone will be your personal coach on every deal and in every situation 24/7 whenever you need him.
Attitude (1)- your mental disposition, feeling, position to another or a thing. It can be negative, neutral, good or great.
To sell you need a great attitude. Your paycheck is dependent upon this one thing! Without it you have no chance.....
Your attitude is that "x" quality that is difficult to measure but so critical in the road to the sale that we include it as a step to the sale itself. This step is taken before you get to a customer....before you take a call, handle an appt or take your first physical step to greeting a customer!
Without the right attitude- the steps you take will not matter...Many sales people underestimate the value of the steps of the sale only because they incorrectly asses that the steps don't benefit them. They become convinced to shortcut and miss steps----what is really wrong is their attitude.
This goes back to you being convinced and sold that attitude is critical to your and your customer being successful.
People typically don't buy from people they don't feel good around and if they do, they make their decision on price only.
So if you want to ensure that you get the lowest price for your product have a negative and neutral attitude. If you want every chance to get a higher price then have a great attitude and nothing less.
This is not just about being positive it is about
1) Knowing you are going to sell the customer,
2) dressing like a winner,
3) carrying yourself professionally,
4) having light in your eyes,
5) a smile on your face and
6) service in your heart!
Attitude will determine how far you ultimately get in life. Hard work will not ensure that because if you have a neutral or negative attitude your hard work will not pay off.
There exist three basic groups of sales people and employees in the workplace. Two of these groups are at high risk of either losing their jobs or seeing their income get hammered. There is one group that not only will be protected but is greatly needed and valued in the economy.
1) Poor Performers - performing below levels at which the cost to your employer does not out-weigh what you produce. This person is not in the game all the way, rarely considers creative solutions and performs just shy of what is expected of them. Typically they find fault with the company and spend a lot of energy and effort complaining rather than doing. The tend to exhibit some clues as to their lack of commitment with signs of tardiness, leaving early, low levels of effort, and overall not interested in the survival of the company and only slight interest in their job. This group has a high risk of losing their job or having their incomes slashed and almost no chance of producing financial security for themselves or their families.
2) Average to Good Performers - Good, dependable, trust worthy sales people (or employees) that do their job but not much more than that. They know the product and have a basic understanding of their job but you don't see a great deal of motivation from them to take it to another level. While this group believes they are doing what is required of them when a company starts cost cutting again this group is considered because it is not clear that they produce more than they cost. This group incorrectly believes that because they do 'their' job, may have tenure and show up each day they are protected. While they show signs of promise and they know what to do, their production is spotty at best. The only way they or management make sense of their production levels is to compare it to the poor performers which makes their production look acceptable. Management can easily confuse this group with the 1st group when it comes to the next round of cost cuts. Remember that in sales you don't need to be let go to be unemployed. This group is at risk and does not know it. Certainly their income and financial futures are at risk.
3) Over Performers - this group of employees produces at levels so far above others that the company will never let them go. They are unreasonable in the amount of action and creativity they use to produce and they do produce. They don't talk about their production, they just produce, they solve problems while others make excuses. The revenue and relationships they have are worth way more than their cost to the company and the company depends on their production. Even when they have difficulty closing a transaction the amount of visible outward action they are taking is so noticeable that they are valued. You will see these people taking actions that others would never take in order to make things happen. They are willing to do what others won't do and typically break the rules that the other two groups seem to adopt. They also tend to move by themselves. Only a management team that is psychotic will get rid of these people. This group is never at risk and will always be able to produce income no matter the economy.
You know the old political saying, "it's the economy stupid." Well today the saying is, "it's the economy stupid and you'd better do something about it!" Look, the only way to protect your position and job today is to be in the third group of over performers. All others are not just at risk but at high risk. The way a company measures production today most easily is how much revenue you can generate. This is the single best indicator that you are valuable to your company and the revenue that you generate is determined by how much action you take!
Doing your job, showing up on time, being a team player, tenure and the likes are nice but they don't pay the bills. If you don't want to become one of the 27 million unemployed or see your income cut in half it is critical that you become seriously unreasonable in the efforts you make to contributing to the company and being labeled an over-performer.
Staying late, starting early, going the extra mile, doing other things than just those things required of you, being unreasonable, prospecting your neighborhood, and doing whatever is necessary to produce or assist in the generation of revenue opportunities are the only things that will protect you. Let your actions and results alone be an indication that you are in the group of over-performers and you will not need to rely on office politics to insure your position in the workplace.
Do you know why your sales leads don't close or is it a mystery to you? Too often sales go unclosed and the salesperson has no conception of why. In my book, The Closer's Survival Guide, I isolate ten specific reasons a deal doesn't close. Closing a deal is like a recipe and if you leave out a key ingredient your cake ain't gonna bake. I cannot stress enough how important it is for you to adopt this concept, especially when so many are caught up in the financial bad news. Learn the key components to closing the deal and you will be able to sell in any economy.
I've listed the ten barriers below.... If you don't know them, get this book and devour it. If you have the book, go read this section again. It will only help.
Barriers to getting a Deal Closed:
1. Never Attempted to Close
2. Pressure Perceived as Bad
3. Unwillingness to Deal with Emotions
4. Lack of Belief in Product or Service
5. Incorrect Estimation of Effort
6. Being Reasonable
7. No Financial Plan in Place
8. Handle Objections that are only Complaints
9. Lack Closing Training Material
10. Incorrect Barrier
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