HTSS66 - Sell on price die poor is your objection real - Scott Sylvan Bell

What does sell on price die poor mean

You may end up with problems when you sell on price. Some companies sell on a low price proposition but not all companies. This is one of the most common objections you will face as a salesperson so you better prepare for it.  

Salespeople get caught up in this objection and do not always know what to do with it. Number 4 or 5 on the list of what buyers want when surveyed. Salespeople don’t understand why this happens and they are confused.

When the salesperson can close the sale that don’t always know the buyers has to answer to other people. Even if the buyer says they are the only decision maker there are people who influence the decisions. 

The problems with selling on price:

Selling only on price is lazy salesmanship at its best and anyone can do it. Some salespeople revel in their ability to close sales from price matching and discounting. This can be addictive because the deals can be easy.  

Low price buyers typically are the worst. Low price buyers can be the most demanding and first to write a review ripping a company if their purchase is not perfect. This isn’t all low price buyers but a good majority.

Revenue is the lifeblood of a company if prices are not high enough the company cant get good products, training or other items.  

People may be looking for a deal but may not be cheap. This can confuse some salespeople as to what the buyers is looking for.  

The buyers problem in sales presentations:

As a buyers everything cost more than what was expected in their head. Salespeople forget this and get testy with the buyer in the confusion. The buyer meets with weak salespeople and get 3 proposals. The 2 weak salespeople sell on price and cause problems for the real salesperson who does their job. The real salesperson does what they are supposed to do and puts in the work to close the deal.  

A price objection is the go to move for buyers, they have learned from weak salespeople to complain about price and then they get their way.

You should know the buyer could be playing chicken with you in the presentation. They may even start out with a preemptive “threat” and that is “I am shopping on price”. You cant always believe this and sometimes this is out of nervous energy.  

Your problems with low price buyers:

You can literally create problems for yourself.  Some of the statements you make like “The low price leader” is a challenge to the buyer. How you frame the conversation with the buyer can have repercussions throughout the rest of the presentation.

How you present in your process matters. When you think through the sales process you sell how you buy. You could be trying to sell to the buyer in the way you would want to make the purchase.

You may not understand the objection and it could just be nervous energy. There may be times where out of exuberance you ignore the signs in the sales process and think part of a conversation is an objection and it isn’t.   

Objections in sales presentations:

New salespeople don’t have problems until 30 -60 days in after training because they get conditioned to objections. Most buyers complain about price just because they can and out of nervous energy.

Some of this is a game of chicken and you need to know about it. The buyer is seeing how good your sales process is. Most salespeople deal with price objections wrong, this is a game of chess and not a game of checkers. As a salesperson you need multiple moves and tools.

When you deal with objections you will want to stay clam. if you freak out in the sales process they freak out.

What really helps with objections in sales: 

When you deal with objections your vocal pitch and tone matter significantly. The way you talk with your buyer at the point of their objection can make or break if you get the deal.  The way you do this is with curiosity and not confrontation. Your vocal pitch and tone will dictate this. Last on the is the timing of the conversation matters. If you speak too quickly it will be weird if you take too long it will be awkward

Content for overcoming objections:

You will want to build out content and show what they get for low price. You will want to be smart about this. As you present to your buyers you will want to put this content early on in your sales process.   

A word track can be used to help explain to your buyer what to expect in conjunction with the sales presentation.

• Cheap things are rarely good and good things are rarely cheap – Zig Ziglar
• Some will be more than me and some may be less than me
• How much time do you want to spend chasing pennies on a large deal like this

Not all buyers are your buyers. This means that you will want to not look for every reason to find excuses to bounce out of the sales call.

Scott Sylvan Bell

@Scottsbell

#Sales #closer #success #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California