SalesDog Sunday Tip 4

Here's this weeks tip:

The Best Stuff vs. The Right Stuff
The Brooks Group on Establishing Value

Find out what quality has to do with getting your full price, rate, or fee. It's not what you think. If your customers are haggling with you over price, you need this advice.

If you want to earn a serious income as a salesperson, you must understand not only what "quality" really is, but what it has to do with how much your prospects are willing to pay for the products or services you sell. You need to know how viable the quality of your product or service is as a competitive advantage: In some cases, it may be the single most important reason your prospect buys.

"But I can't sell on quality…ours aren't really the best on the market."
Most salespeople believe that quality means "best." But quality does not really mean best. Quality means conformance to standards and expectations––your prospect's standards and expectations. Quality means the right stuff––not the best stuff. Quality is the correct stuff for your prospect's requirements and needs, not the best stuff made. Continue

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