If you base your offer on your price only, there is a good chance that someone will have a lower price than you, or you can end up in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, not just to save money because every other salesperson will say exactly the same. Use trigger events to create value.
The customer wants to see the value, not in your product; he wants to get the value from your solution to their business problem. They must perceive unique value from you. If they cannot differentiate you from the competition, there is no reason to buy from you. How can you differentiate? Take a listen.
Listen To The Podcast:
Resources:
- Alen Mayer was the first one to write a book on Trigger Events in 2007, and since then there were dozens of other authors who helped shape the new sub-genre of sales training. Get his e-book on Trigger Events here, or click here to get the soft-cover copy.
- Register for the upcoming live virtual training: ‘Overcoming Objections in Sales‘
- Find out more about Alen Mayer’s different coaching programs to help you succeed in your selling activities
- If you are interested in personalized coaching to help you reach your quota, click here to schedule a complimentary discovery call.
More about the Episode:
The customer wants to see the value, not in your product; he wants to get the value from your solution to their business problem. They must perceive unique value from you. If they cannot differentiate you from the competition, there is no reason to buy from you. How can you differentiate?
That’s where trigger events are coming to the game.
Trigger events can help you with recognizing needs and opening the door to have a meaningful conversation with customers who have events happening. Just to be different from the competition is not really important to your customers. What they would like to see is added value.
If you don’t show the value you will definitely not win the deal whatever your price is. Even if you have the lowest price on the market, it does not mean much to the prospect, and there will be no loyalty down the road.
If you live by price, you will die by price.
Leave a comment below:
Let me know what you think and what will you change regarding being better at overcoming objections, I’d love to hear from you! Let me know your favorite strategy or revelation you’ve had about handling objections. I can’t wait to hear from you!