Selling on price alone is a losing proposition

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No growth or progress can be achieved without stretching, expanding and stepping out of your zone. A good stretch outside your comfort zone does wonders for your bottom line.

Ineffective qualifying.
Successful professionals have an expert grasp of the qualifying process. They don’t assume that everyone is a buyer.

Successful professionals know how to investigate and dive in to obtain vital information. They uncover the truth.

They distinguish themselves as experts through their questioning.

Successful sales professionals also employ listening skills to be able to hear what the customer is saying and not saying.

They understand reading between the lines. They segregate the wheat from the chaff.
Sell value instead of price.
People don’t always buy based on the lowest price. No one believes that the lowest price ever equals the best offer.

You don’t win opportunities on price. You win them on the value that you create. Consider this: if price is the only thing that matters and people are just looking for “cheap,” then everyone would be driving a Kia, Nordstrom kazakhstan email list would be empty, flying first-class would not exist and we would all be drinking Folgers instead of Starbucks.

Show them the value and many price objections will disappear.

Continuing to use “following up,” “touching base,” checking in,” and “reaching out.”
These phrases do nothing to move the sale forward. If they did then everyone would be a sales rock star. Those lame phrases are overused by professionals who forget to employ this powerful step in the sales process.

They neglected to clearly define and ask what an appropriate next step would be while in the sales conversation with the client. Be bold and ask potential clients what the step looks like for them. Find out when they want to continue the conversation. Clarify “what’s next” before you end a meeting.