Post by account_disabled on Dec 20, 2023 11:34:31 GMT 6.5
It's too expensive ! You are too expensive! I believe that all salespeople have heard this objection at least once during their meetings, as part of a commercial negotiation. How to respond to the price objection? How to avoid the price objection? Why does the customer find it too expensive? I have been in sales since January 2014. I started as a field salesperson (we don't dare say salesman anymore), then I was KAM (key account manager) then head of sales, Regional Director Key Accounts Director, Director of BU (Business Unit) and finally business manager. I have had dozens of sales meetings (directly or via the sales representatives of my teams).
I have managed up to €70 million in business and teams of more than 100 salespeople. I met Email Data dozens of buyers in industry, distribution, SME owners… I believe that in very few cases, the discussion focused on price. As I explained in a previous article, I never sold what I had to sell . In fact, I almost never went to customers (from my first position) with the sales materials offered by the company (no brochure, no prospectus, no product sheet). And I have never sold features or datasheets to my customers. In my current business for example, I have never sold an article of X words or an article at x cost per word. I have never sold man-days or number of hours.
Training is not 1 day of work. 1 training course means 10 years of digital expertise and dozens of customer cases. We cannot sell 1 day of training for €400. This is not possible, it is the total negation of his expertise. A 1-hour conference is not 1 hour of time, it’s motivation, it’s perspective, it’s reflection… We don't sell time. Mistakes to avoid in sales interviews In general, a salesperson will perhaps ask a few questions, but very often, he will unpack his argument and try to convince his interlocutor that his solution is the right one. I practiced sales funnel: – We ask a series of closed questions to which the client can only answer yes. It's quite an art but we manage to find it. We don't hesitate to break away from commonplaces to which we can only agree or sentences to which we look like an imbecile.
I have managed up to €70 million in business and teams of more than 100 salespeople. I met Email Data dozens of buyers in industry, distribution, SME owners… I believe that in very few cases, the discussion focused on price. As I explained in a previous article, I never sold what I had to sell . In fact, I almost never went to customers (from my first position) with the sales materials offered by the company (no brochure, no prospectus, no product sheet). And I have never sold features or datasheets to my customers. In my current business for example, I have never sold an article of X words or an article at x cost per word. I have never sold man-days or number of hours.
Training is not 1 day of work. 1 training course means 10 years of digital expertise and dozens of customer cases. We cannot sell 1 day of training for €400. This is not possible, it is the total negation of his expertise. A 1-hour conference is not 1 hour of time, it’s motivation, it’s perspective, it’s reflection… We don't sell time. Mistakes to avoid in sales interviews In general, a salesperson will perhaps ask a few questions, but very often, he will unpack his argument and try to convince his interlocutor that his solution is the right one. I practiced sales funnel: – We ask a series of closed questions to which the client can only answer yes. It's quite an art but we manage to find it. We don't hesitate to break away from commonplaces to which we can only agree or sentences to which we look like an imbecile.