It’s down to you and three other vendors. The customer says you have got to do better on your price. The pressure is on. Close the sale and you’ll hit your numbers. Lose it and you’ll be scrambling for crumbs elsewhere. The problem is, you’re about as low as you can go. Do you lower your price even more and hope that is enough? Should you stand firm and risk losing out? Do you just walk away because you cannot go any lower?
The answer is none of the above. Too many prospects and customers love to lead salespeople into believing it’s all about price. But in most cases it’s #3 or #4 on their list of priorities. So what do you do? If you don’t get to the hidden issues that will motivate them to choose you over others, you’re just rolling the dice and hoping your number will come up. That’s a scary sales strategy.
Join Paul Cherry as he shares with you the 5 Things Customers Won’t Tell You … but You Need to Know. You’ll learn practical ideas to sharpen your sales strategy to win more sales, with less effort and at higher margins.
Agenda
Faculty
Paul Cherry
Performance Based Results
- Founder and president of Performance Based Results (www.pbresults.com)
- Worked with more than 1,200 clients including Johnson & Johnson, BlueCross, Philips, DOW, Hilton, Wells Fargo, US Department of Energy
- 92% of clients realize a 10 times return-on-investment
- Recognized as the leading authority on client engagement strategies, he wrote AMA-COM’s top selling sales book, Questions That Sell: The Powerful Process to Discover What Your Customer Really Wants and Questions That Get Results: Innovative Ideas Managers Can Use to Improve their Teams Performance (John Wiley)
- Wrote The Closer: Be the Successful Sales Pro: Steal the Lead, Seal the Deal
- Published more than 250 articles
- Featured in Investor’s Business Daily, Selling Power, Kiplinger's, and INC. magazine
- Can be contacted at 302-478-4443 or [email protected]
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