Member Webinar sponsored by The Sales Association. In this one-hour webinar, Guerrilla Sales and Marketing author Orvel Ray Wilson, CSP gives you 5 strategies for overcoming price objections, and 28 reasons your customers will gladly pay MORE to do business with YOU.
8. GUERRILLA SELLING
GUERRILLA SELLING
Overcoming Price Barriers
Economic Uncertainty
Ruthless Competition
Customer Expectations
Pressure on Prices and Margins
9. Low Bidder
“How did I go broke? I was the low bidder!”
10. GUERRILLA SELLING
GUERRILLA SELLING
“Sadly, we have created our own
“Sadly, we have created our own
problem.
problem.
“When the economy went south, so did sales
“When the economy went south, so did sales
people's willingness to sell on value. Instead,
people's willingness to sell on value. Instead,
they panicked and went straight to dropping their
they panicked and went straight to dropping their
pants on price. This abandonment of a solid
pants on price. This abandonment of a solid
sales strategy, and value-based selling has led
sales strategy, and value-based selling has led
us to where we are today.”
us to where we are today.”
Andrew Lingenfelter
Andrew Lingenfelter
Director of Network Managed Services
Director of Network Managed Services
Bay Pointe Technology
Bay Pointe Technology
14. GUERRILLA SELLING
GUERRILLA SELLING
Why you don't want price
shoppers as customers
They gobble up your capacity
–If you cut your price by 10%,
you have to increase your volume by
40% just to make up the difference.
15. GUERRILLA SELLING
GUERRILLA SELLING
Why you don't want price
shoppers as customers
They gobble up your capacity
–If you cut your price by 10%,
you have to increase your volume by
40% just to make up the difference.
You establish a precedent
16. GUERRILLA SELLING
GUERRILLA SELLING
Why you don't want price
shoppers as customers:
They’re less discerning
They’re more demanding
They’re often disloyal
Nobody ever gets fired for paying
too much.
18. GUERRILLA SELLING
GUERRILLA SELLING
What to say when you're asked
to cut your price:
“Well, it’s a lot like buying oats.”
“Why are you so much more
expensive than (the competition)?”
19. GUERRILLA SELLING
GUERRILLA SELLING
What to say when you're asked
to cut your price:
“Well, it’s a lot like buying oats.”
“Why are you so much more
expensive than (the competition)?”
“I RILLY wish I could, but. . .
20. GUERRILLA SELLING
GUERRILLA SELLING
What to say when you're asked
to cut your price:
“Well, it’s a lot like buying oats.”
“Why are you so much more
expensive than (the competition)?”
“I RILLY wish I could, but. . .
“What do I tell my next customer?”
21. GUERRILLA SELLING
GUERRILLA SELLING
What to say when you're asked
to cut your price:
“I’d rather justify my price now,
than have to apologize for poor
quality later.”
22. GUERRILLA SELLING
GUERRILLA SELLING
What to say when you're asked
to cut your price:
“I’d rather justify my price now,
than have to apologize for poor
quality later.”
“What makes you think that I
wouldn’t give you the best possible
price right up front?”
26. GUERRILLA SELLING
GUERRILLA SELLING
When You Shouldn’t
Negotiate
When you’re sold out
When the demands are unethical
When you’re time pressured
When they act in bad faith
When waiting would improve your
position.
31. GUERRILLA SELLING
GUERRILLA SELLING
To Sell at Higher Prices
Never give your product away
Know your competition
Expect the Sale
Collect Testimonials
34. GUERRILLA SELLING
GUERRILLA SELLING
To Sell at Higher Prices
Give goods or services, not cash
Guarantee Everything
–Sunshine Trash Service
DOUBLE it
39. GUERRILLA SELLING
GUERRILLA SELLING
What to do when they really
CAN get it cheaper
Compared to what?
–What the customer REALLY wants is . . .
–YOUR product
–YOUR service
–YOUR reputation
–and THEIR price.
45. GUERRILLA SELLING
GUERRILLA SELLING
Require Reciprocal
Concessions
Never concede anything without
asking for something, anything, in
return
Reserve the right to withdraw a
concession
Or reserve an unspecified concession
in the future.
54. GUERRILLA SELLING
GUERRILLA SELLING
Customers Will Pay More
Problems fixed quickly
Environmentally friendly
–78% Said they would pay $2,000 more
for a car that gets 35 mpg
Benefit a third party
55. GUERRILLA SELLING
GUERRILLA SELLING
Customers Will Pay More
Local Sourcing
–82% have consciously supported local
or neighborhood businesses
Brand Names
Referral
56. GUERRILLA SELLING
GUERRILLA SELLING
Customers Will Pay More
To do the right thing
–SRI funds account for 11% of all the
money in U.S. financial markets
Original packing
More fun.
57. GUERRILLA SELLING
GUERRILLA SELLING
Thank You!
Email
OrvelRay@GuerrillaGroup.com
Go to SlideShare.net to
download this presentation
Call 800-247-9145 to arrange
for me to speak to your group.