Description

Duration: 1:00:06 | Item: ODW-007 | Do your salespeople complain that “price” is the only factor customers or prospects use when making a buying decision — even when you have a superior product compared to your competitors?

Do they also complain that “price” is the major factor that stops negotiations from progressing… That customers are saying…?

• We’ll delaying our buying decision until next quarter.
• There's no money in our budget.
• We need to look at other options.
• We’ll look at your proposal – but your price is too high.

These responses are what we call, “The Sales Call Stall.” Customers or prospects use the economy (or price) as a catch-all excuse to put off a buying decision. However, in most cases there are more significant, even hidden reasons, why they say “no.”

In this on-demand webinar, Paul Cherry reveals sales questions and selling techniques, based on the latest research, that will help your sales team discover these hidden reasons and uncover their customer’s true motives and challenges.

Participants in this program will learn how to:

• Ask powerful probing questions to uncover the real buying motives and hidden agendas.
• Use “lock-on” questions that turn “think-it-overs” into a yes or no response.
• Qualify upfront the amount of time, money or resources a prospect or customer is willing to invest in your solution.
• Uncover what your customer really values so you can sell at higher margins and outperform your competition.
• Gain access to the real decision-makers who can’t afford waiting for the economy to turn around.
• Appeal to customers’ emotions to elicit a call to action using advanced listening techniques.
• Deal with buyers who use the tough economy as an excuse to get you to capitulate on their terms.
• Avoid the trap of giving free consulting advice or expensive proposals to those who think nothing of wasting your time and resources.
• Eliminate price-cutting as a strategy to win the sale.