In our media telesales team we have two individuals who do exceptionally well. From what I have heard during my visits to the sales office, there isn’t much of a difference between their presentations and those of the other salespeople around them. What I did notice is that they, unlike the others, understand that we live in a world where 48 hours have to fit into a 24 hour time frame, that there are things that will not wait, that people’s jobs require more of them than ever before, that people are faced with complex problems every minute of the day, and as a result are bound to say “No”.
Stop the irksome price-wars with prospects. They probably don’t care about the price as much as you thought. In fact, some prospects are probably willing to pay double the price to avoid or get rid of sales people. Develop some strategies on how you can make it easier and less demanding for your prospects to do business with you. Make life easier and less demanding by presenting your solution instead of price only. You might even make a few new friends along the way, the ones who pay for your solution and not the discounted price.
Pierre Fourie is a leading marketing and advertising consultant based in Johannesburg South Africa. He is highly regarded for his expert knowledge on Digital Out Of Home (DOOH) systems and his ability to conceptualise and execute marketing / advertising strategies. Pierre was dubbed the “digital expert” on developing content strategies and promoting branding concepts for private digital advertising networks, including Planet Fitness Gyms and The More Golf Group. His background in the electronics engineering field of study, combined with more than 10 years experience as a business owner, entrepreneur and media expert is reflected on his personal blog: http://mediamarketingandsales.blogspot.com
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