CDK's purchase of Auto/Mate may create a major disruption in the dealer management system (DMS) industry. Here is our take. DOWNLOAD
TO BE SUCCESSFUL YOU HAVE TO BE TRAINED TO SELL PRODUCTS IN QUANTITIES LARGE ENOUGH AND AT PRICES HIGH ENOUGH.
Price and volume are critical to reaching high levels of success. You can not be good at just one or the other but need both!
This article is about the myths regarding price and later articles will be about increasing volume.
If you were to survey all of the salespeople in the world, you’d find that most of them believe that the number one reason they lose a sale is due to price. This is absolutely not the case and in fact, nothing could be further from the truth.
Price is not only not the buyer’s biggest concern but is at the bottom of the list of reasons why people don’t buy your product. Most sales are loss because you are not on a product that the buyer truly loves or because the buyer lacks confidence in the product solving his/her problems.
1) Most sales people are not even on the right product.
2) Don’t know what would motivate the buyer to value the product more than the money required to purchase the product.
3) What problem the customer is trying to solve.
It is the unspoken objections, not the obvious and apparent price, payments, terms or budgets objections that stop the sale. 90% of sale is getting the product right not getting the price right. This requires you to know what iit is that the buyer truly values from a point of passion (love) and logic (solving a problem).
Getting the sale is first about getting the buyer to a place where he/she has confidence in you, your company and the product you are presenting. If there is a price difference between you and others, (and their should be), then you have to build value in your product by increasing the confidence the buyer has in making a decision with you.
Reasons People Buy:
1) Love the product to the point that I have to have it now.
2) Need this product now to solve a problem.
3) Confidence that this product will meet their needs
4) Confidence in the representative and choose to buy the product in order to help the person they like and are willing to pay more in order to do so.
Thanks for reading, see you next week