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YOUR PRICE IS RIGHT – SELL IT

YOUR PRICE IS RIGHT – SELL IT

by | Apr 30, 2019 | Aarambh, Prachand, Sales, Uncategorized

Price Objections is a real thing, but stop making price an excuse for declining sales, instead, learn how t use it in your favor.  

Let me explain…

You ask any sales person on this planet the reason why the sale could not be closed and the majority would tell you that their product was priced high.

This is absolutely wrong and nothing could be further from the truth.

Price is never the buyer’s biggest concern. If he is convinced that the product is the right one and is confident and assured that it has advantages in excess of the cost difference, the price is almost never the issue.

If the salesperson is able to correctly sell features and benefits of the product to the buyer, so much so, that the buyer is head over heels in love with the product and now has full confidence that the product will get him the solution to his problems, he’ll buy it at almost any price. Expensive products being purchased on EMIs today is one of the best examples. Customers do not stop sales. It is salespeople who stop sales from happening as they carry this myth in their heads that their products are priced high.

When the buyer says, “Your Price is High”, what he’s really saying is, “You’ve not identified my needs, have not sold your benefits, and I see no reason why I should pay so much for the product.”

The price of a product always has to be in relation to the value of the benefit the product gives to the customer. 

You know more about your product and its price than your customer. A tough-minded sales person who is dedicated and disciplined, and who has determination, will never apologize for his price because he knows that his Price is Right.

There are four methods of encountering the price objection:

  1. (+) PLUS : Keep adding benefits of your products and giving them to your customer.
  2. (-) MINUS : Subtract what other products are not giving.
  3. (x) MULTIPLY : All intangible benefits of satisfaction, reliability, quality, company, image, etc.
  4. (/) DIVIDE : Break your price into smaller units of long term costs.

Hey, you have just discovered that your Price is Right…what are you waiting for??? Go, Sell It!

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Birthday Wishes – A Sales Tool not many know how to use

Birthday Wishes – A Sales Tool not many know how to use

by | Apr 16, 2019 | Aarambh, Prachand, Sales, Uncategorized

Sales tool to create customer engagement

Birthday Wishes: The Best Sales Tool to create Customer Engagement and an Opportunity to make another sale

Hey Friends!

It’s my Birthday today (April 16th no I am not telling you the year, please, no I am not a girl but why should girls have all the privilege 🙂 ), and as you know I am a salesperson by heart and profession. So I decided to mix them to write this blog.

There are many ways and strategies on how to make your clients feel special and wishing them on their birthday is one of them. Not only that, but you can also use it as a Sales Tool. Being wished a happy birthday to a person is one of the sweetest and one of the most important sounds in any language. Most of us enjoy receiving birthday wishes. The satisfaction extends from relatives and friends, even to wishes from business connections. It’s therefore, an opportunity, for a salesperson to take advantage of.

Studies reveal that 99% of all birthday greeting text messages are read, on an average of three minutes after you have sent it. It is personal, it’s relevant and you reach a receptive buyer. What more do you require to create customer engagement in the shortest possible time? These birthday wishes are remembered for a long long time. So doesn’t it make sense to use this powerful tool to create an opportunity to make another sale?

This is one day when you call them and do NOT sell anything. Yes, not pitches, not even the subtle ones on this day. This call or message is just telling them that they are remembered and special to you.

There are a variety of different approaches that you can use to wish your client a happy birthday- you can wish him personally over the telephone, send an email, use Facebook Messenger, send an SMS message or a What sap message. But whichever you choose, be genuine and warm.

Here are a few Birthday wishes I send to my clients (feel free to use them as it is, or edit them as per your requirements):

  • I wish you floods of great business opportunities and successes commencing from this special day of yours. I hope you have a very happy birthday!
  • Your friends at [company name] wish you a year of personal growth, happiness and accomplishment in every sphere of your life. Have an absolutely wonderful birthday celebration!
  • Happy birthday, (Name of Client)! It is my wish that you will have years upon years of extraordinary achievements both in your business and personal lives.

 

This is one day of the year when every person wants to feel special. Delight your customers by wishing them on their birthday and associate this positive feeling with your brand and even you as a salesperson who cares.

Do not forget to tell me how your clients felt and how your relationship improved after this approach, and also its impact on your business.

 

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SALES ESTIMATES- WHAT DOES THE MANAGEMENT BELIEVE?

SALES ESTIMATES- WHAT DOES THE MANAGEMENT BELIEVE?

by | Apr 9, 2019 | Prachand, Sales, Uncategorized

SALES ESTIMATES- WHAT DOES THE MANAGEMENT BELIEVE?

Reasons why the sales estimate is important.

 

Facts are facts. Data is data. But when it comes to Sales Estimates, it is not always the case, unfortunately. It all depends on where you are standing.

  • Estimated sales are the basis for many an organization’s plans for everything else. But sales estimates come from the sales force and if those sales estimates are going to be used as the rod to beat the backs of the salespeople at the end of the year, they will keep them as low as they reasonably can.
  • On the other hand, if those selfsame sales estimates are going to be the basis for the allocation of new resources or the reorganization of the sales division, there will be some who will push them as high as they reasonably can.
  • Measured against last year the sales may look good. Measured against a competitor they can look awful. Choosing the basis for comparison is crucial. Percentages always raise a crucial question ‘percentages of what?’ Too often the answer depends on what the author of the number wants to prove.
  • Sales estimates for financial planning should, arguably, be pessimistic (‘if the worst happens’) but for facilities, planning should be optimistic (‘if we could sell this much…’).

This blog is dedicated to all the Sales Directors and CEOs who are engaging with my content by reading my blogs and also those with whom I have had a pleasure to work within the last 30 Years of my career, I am sure, they would like to ponder upon these insights while setting sales estimates for the coming financial year.

I would also like to know your unique mix of deriving Sales Estimates. Do share them with all here in the comments section or if you would like to keep it private drop me a mail at [email protected]

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