Wednesday, November 25, 2009

Price vs. Value

Yesterday I featured a piece on Price. Take a look at this from Art Sobczak:

I was looking at a couple of pieces of office furniture
from different dealers. One was more expensive than the
other, but I liked it more, and the sales rep knew that.

After I hemmed and hawed awhile about hesitating because
of the price, he said,

"Two years from now, after you have been enjoying this
for awhile, and have forgotten what you paid for it, do you
think you will have made the right choice?"

Wow, what a great question! Of course I bought it.

In one of my first corporate-life sales positions, a wise
trainer said to me,

"There are no price objections, only value questions."

So true.

Here are a couple of ideas to use when faced with someone
hedging on paying your higher price. Naturally you can adapt
the one the guy used with me.

"Something I suggest people in your situation do is to
project out a year or two, and then think about how they
would answer the question, 'Which choice will I be happier
with, and will have profited from?'

Another variation:

"If you were able to travel out to about two years into the
future, and look at the decision you're about to make,
what do you think it would be?"

I heard a sales rep use this next line, and although you'd
really need to be careful with who you used it with, it does
present its point nicely:

Prospect: "Your product costs more than the others out there."

Sales Rep: "So does a Jaguar. It really gets down to what
you really want."


I regularly get questions about how to use email effectively
in sales/telesales. Of course as with all general questions the
answers can vary depending on a number of variables such
as complexity of sale, source of lead, industry, etc.

In general, here's how I typically answer:

If a sales rep is spending the bulk of his/her time writing
and sending introductory emails instead of calling, that is
likely "call avoidance." Here are great times TO send emails:

1. Right after a call, summarizing the details of the call,
their interest, and what is to happen next.

2. Right before the next, perhaps the day before, or maybe
a few hours before. Let them know you look forward to
speaking with them, remind them of what they were to do,
what you did, and bring something new to the table of value,
perhaps some new information.

This gives you two "touches" between calls, and provides
a better chance that they will do what they committed to
on the previous call.


According to an article in the Money section of USA Today,
more than 27.7 million Americans spend up to nine hours a
week planning and plotting their fantasy football strategies.
And the average player belongs to 2.5 leagues.

Wow, That's a bit scary to me, but not surprising.

Just wondering, how many of those people are in sales, and
invest ANY time or money in their own self-development.

Let's see, 9 hours, 20 weeks of football season, 180 hours...
that could probably take someone to the next level of success.

Oh, don't get me wrong, I enjoy no-brainer entertainment with
the best of them. But my motto always has been, "Work hard,
play hard." It's pretty simple: you will get out of this profession
precisely what you put into it. Your choice. The fact that you
are reading this tells me that you have the desire to succeed.

Keep it up, and why not raise the level of intensity?

Continue Having Your Best Week Ever!


"He who stops being better stops being good. "
Oliver Cromwell

Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137,
(402) 895-9399. Or,

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