What did you do the last time a customer asked for a cheaper price? I’m sure that many salespeople will have offered a lower quote. Let’s face it, it often feels necessary to match a competitor’s pricing.
Profitable Printing Relationships
I remember when I started selling. I was always keen to make the conversation stay positive. I avoided difficult questions. I always tried to talk to prospects and customers about positive things. That led to a big problem.
Here's a good five-minute exercise to carry out. Present your sales message to a colleague. Then ask them to present it back to you. You’d think this would be a fairly simple thing to do. But you may be surprised at the results.
Depending on the research you read, upselling an existing customer is between seven and 20 times more cost-efficient than trying to win a new client. However, many sales people could do an awful lot more upselling activity. What follows is a quick list of nine easy ways to upsell.
If you keep doing things the same way buyers will start ignoring you. Buyers soon get used to what salespeople do. That’s why it is essential that salespeople are always doing different things. Buyers are much more likely to take notice if they see something that is a bit different. Technically, this is called pattern interrupt.
Are the contact details in your LinkedIn profile up to date? Many of the LinkedIn profiles that I have looked at recently did not have any contact details at all. Others had contact details from the past jobs. Some just had a personal email address. I wonder how often they are checked?