A price objection is a challenge of value. Value must be proven with facts.
When a price objection is raised, we need a crisp, solid command of the benefits that justify our price, including indirect benefits like time saved, spill over impact, compounded impact going forward, etc.
A price objection is no time for puffery. Get to the facts and hit them . . . hard!
And remember, a buyer will not bring up price unless he is interested enough to care, so while a bit counterintuitive, price objections should be interpreted as a positive signal that the buyer wants to be closed.
Have you ever had a situation when you were the customer, a problem occurred, stress was running high and the service provider stepped up and solved the problem?
A classic is when you show up at a hotel and they do not have your room reservation, so after a bit of conferencing they not only find you a room but upgrade you for your trouble. We tend to forget they caused the problem in the first place, and remember how they came through for us in the clutch.
We can learn a lot from these kinds of scenarios to apply to the sell side. Read more
Research and experience show that at least 50% of a sale is dependent upon the buyer’s perception of the salesperson. It may be a good product, but if presented poorly, a buyer will often turn away.
Mr. Shmooze is politically neutral . . . we are just trying to help people sell better. So, keep that in mind as you read the following. Read more
Can you believe it is already August?! As everybody comes back from summer vacations and kids get back into the routine of school, I am going to challenge you to focus on one thing for the remainder of this year . . .
If you do not do anything else relative to your work in 2019, SPEND MORE TIME SELLING! Read more
I took my family on vacation last week. Vacations are great because they break up our daily patterns and expose us to all sorts of new situations and opportunities to learn and grow.
In this case, I picked up a pattern I want to share with my fellow business owners and salespeople. Read more
In our book, “Mr. Shmooze,” we spend a lot of time on the concept of “elevation.” That is, taking the small details that go into our day-to-day interaction with people and “kicking them up a notch” so that we stand out from competitors who mope along without adding any spice to the lives of people around them.
We point out in the book that you never know when you are going to run into an “elevator,” that is, a Mr. or Ms. Shmooze. But when you do, the difference is both inspiring and profound.
This past week, I ran into a concierge, Robert, who makes most concierge people look stoic by comparison.
First of all, his personality lit up the entire lobby. He greeted everyone from the car hops to the bellman by name, and his friendly and booming voice formed the epicenter of the entire lobby area.
When we engaged, he was a great listener. He then began to recommend some restaurants with details about the cuisine and the wine lists that were both knowledgeable and enthusiastic.
Here is the kicker . . .
As a sales athlete, I am playing a little game with myself to help maintain a sense of control during these challenging times.
I’ve decided to get in shape. I don’t mean the garden variety shape. I mean shape like big time cardio/strength training . . . I’m going for it with everything I’ve got.
In fact, the more negativity I hear, the more I crank up my workouts. I figure, I’ll show ’em . . . if it comes down to survival of the fittest, they’re gonna be dealing with Rambo!
OK . . . I’m not going that far, but I have been going for it hard now for several months now and it’s really paying off.
And there are so many benefits: Read more
I have mentioned several times over the years, over 50% of human communication is nonverbal, but every once in a while, I am reminded of this critical fact in real time.
Over the weekend, I had breakfast at a diner which was in the thick of its rush hour. Our waitress showed up and said all the right things, but she was obviously stressed out. Read more
We have all run into professional “chiselers” . . . experts at asking for ever more service for the same price. It’s actually a highly refined technique taught in most negotiating courses.
“Chiselers” thrive on weakness. If they sense any weakness in your position, they will exploit it.
Conversely, if you are delivering good service at a fair price, or remain certain about your value proposition, they will usually back off when they do not smell fear. Read more