These are five ideas you need to act on to succeed in sales now. They are separate waves, but all part of the same current. They work together to help you create and win new opportunities.
Your Higher Price is Offense, Not Defense
Your price is an indication of the value you create. The fact that your clients pay your higher price and you retain them is proof you are worth paying more.
You don’t beat anyone on price. You win by creating greater value. Price is how you deliver that greater value, and your dream clients know this. This is a business strategy. It’s a model. It’s a big deal.
You Sell as a Peer
You know more about your business than your prospective client and you help them make better decisions. You know as much about their industry when it comes to the areas you help produce better results in. Your vocabulary makes you sound like a businessperson more than a salesperson.
You are a trusted advisor. You are counsel. You are a peer, an equal, not subservient.
Control the Process
The first commitment you need to gain is the agreement as to what the process will be. Controlling the process improves the chances you and your dream client both get the right outcome.
Your prospective client wants control because they are afraid of making a decision to buy. They are afraid of change. You have to help them by knowing how to create the case for change, how to build consensus around that change, and how to execute and produce better outcomes.
Lower Commitments to Get to Yes
By telling your prospect they aren’t going to have to make the decision to buy during early sales interactions, you make it easier for them to agree to the commitment you need right now. That commitment is a conversation that leads to future commitments.
By telling your prospect they aren’t going to have to make the decision to buy right now, you make it easier for them to agree to the commitment you need right now.
Being out-hustled isn’t something that happens to you. It’s a decision you’ve made. It’s a form of giving up, of surrender.
You don’t need to be better than you were yesterday. You need to be better than you were yesterday and better than your best competitor today. You control how hard you work, how many hours you work, and whether you do so with a sense of urgency.
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Filed under: Sales Acumen