I can make you money! Salespeople lead with this statement which automatically turns your conversation into selling on price and not value. You will never win the price battle.
What will add the most value to the conversation? What is most important to the prospect? How can you win more sales by offering value, delivering the best solution and maintaining your profit margin?
In today’s show, Bill and Scott will investigate Fighting Commoditization and much more on episode 407 of the Get in the Door Podcast. For the show notes, go to: http://www.getinthedoorpodcast.com/
How good are you at fighting commoditization?
Order “The Art of Prospecting: Your Guide To Get In The Door” is finished and is available in all formats. I’m really excited Steve's book is finished. It’s his life’s work and I am confident it will help take your skills and abilities to the next level.
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“I like books that have proven ideas and The Art of Prospecting is exactly that. Steve Kloyda has spent well over 25 years creating and fine-tuning a philosophy and techniques for finding new customers. He has used this process to achieve remarkable success as a salesperson, entrepreneur, and business owner. In this book, he shares how he did it, and how you can do it, too. He is known as “The Prospecting Expert,” and when you read this book, you’ll know why. There is no one on the planet more knowledgeable about prospecting, and I’m sure that if you apply Steve’s wisdom to your own prospecting efforts, you’ll see the results.”
—Ronn Lehmann, Consultant in Human Factors of Business
In this new episode Bill and Scott will discuss the strategy of fighting commoditization. It includes:
- Stop Selling on Price end deliver Value
- Measure the Past Results with the Projected future
- Ask for Feedback
This week's Sales Nugget: Practice adding value to people, things and yourself. In this world, we’re always going to get back what we put out.
This week’s Sales Quote: “Perhaps the reason price is all your customers care about is because you haven’t given them anything else to care about.”– Seth Godin
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Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com
- Book study: The Magic of Thinking BIG. Amazon – CLICK HERE
- Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
- Article: Sell What the Client Values CLICK HERE
- Bill Hellkamp Video – Resist the Urge
- How Not to Turn Your Product into a Commodity [blog/video] – CLICK HERE
- Scott Plum Interview: Be a Problem Finder
- Special Offer: Want to track your sales and prospecting activity? Download NOW!
Go to https://dailysalestracker.com
You can reach either of us by calling 612-789-5700.