Friday, December 31, 2010

The Right Focus

from my email:

Sales Tip #78

Dated: 13 December,2010

It is not what the product costs, it is what it saves and earns for the buyer. Remember this when you speak with your customers.

Action Step

Cost is simply one element of the transaction. If a client can be convinced of the added value of a product – how much it can save them further down the line or what it may earn them in future – then the issue of cost fades into the background. As a salesperson you need to demonstrate to your clients how they will benefit from buying your product. Do not focus on the cost. Rather focus on what they will receive by investing in the product and how they can gain an advantage from it. Put the spotlight on the benefits and the issues of cost are far outweighed.

Click here to read this post at The Science and Art of Selling by Alen Majer.

602-100 Strachan Ave, Toronto, ON, M6K 3M6

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