How,Avoid,Being,Beat,the,Price business, insurance How to Avoid Being Beat in the Price Game
Small offices have unique needs, and thatincludes document shredding. Designed with the smaller business inmind, the Dahle 20314 is a cross-cut shredder that offers Level 3security and brings you into compliance with federal regulations. The As we all know to live in this world we have to perform some activity by which we can earn money. There are many activities by which we can earn money and meet the standards to live in this society. And from one of them is franchise. Franc
How to avoid losing on price Im being commoditized out there! Buyers are telling me were all the same. Im told the lowest priced vendorgets the business. Sugar, corn and coffee are examples of commodities. If youre in the business of sellingthese, then youre in the commodity business. If you dont sell commodity products youre not inthe commodity business and therefore cannot be commoditized. Its an important distinction andmindset! Understanding this reality and truly embracing this conceptwill go a long way in helping you avoid being beat on price whilesimultaneously enjoying selling. (Yes its possible to enjoy selling!) Lets be honest with ourselves. If you find yourself in the position where your prospect orcustomer is telling you their decision will be based on price, they are notseeing any difference between you and your competitor. If you find yourself in the position of being commoditizedits because of one reason. Youhave not successfully shown, illustrated or proven that you are unique in somemeaningful way. You will be muchmore successful, and happy, when you continue to build upon your ability toexplain and prove your value. The reality is that very few buyers buy exclusively onprice. At times you may feel priceis all that matters, but theres more. Virtually always there are other primary and secondaryreasons buyers buy anything. Hereare two facts to prove thats true: 1. Ifprice were the only reason buyers bought anything, there would be onlyone company to sell it! (We knowthat companies and people do make a difference!)2. Ifprice were the only reason buyers bought anything, we wouldnt needsales people! (We know salespeople are needed and good ones do make a difference!) It helps to keep in mind that prospects will alwaystell you they buy on price because theyre counting on you caving andlowering your price. Thats partof negotiation! Here are 3 tips to help you sell value and successfullyjustify your price: 1. Becomea detective! Use everyprospect and customer/client conversation as an opportunity to uncover theprimary and secondary reasons they buy what you sell. Simply ask them! Keep track of the answers. Over a very short period of time youwill gain a crystal clear understanding of whats important to people who buywhat you sell. This insight helpsyou focus on what matters and as a result will help you articulate value andgain an edge!2. Becomevery serious and disciplined about getting positive quotes and letters oftestimony from your happy customers/clients. Using 3rd party evidence is a powerful way toprove your claims! Today buyerswant evidence. They wantproof. Proof helps you justifyvalue!3. Knowthat buyers need you. Yes they canget a plethora of information on the Internet but they need you to connect thedots. Often when buyers turn tothe Internet to do research they find so much information they end up in astate of confusion! Its likedrinking out of a fire hose! Theyget so much information they cant process it! Thats where you come in. You will help them gain insight and understanding into whatreally matters. This is value! Remember, the words we choose to describeourselves will create our beliefs. Our beliefs will dictate our behavior. Our behavior will determine our results. Take whatever steps are necessary toavoid viewing yourself, and your offering, as a commodity! After giving it some thought you willcome up with several areas in which you, and your product, are unique! Put in the time and the
How,Avoid,Being,Beat,the,Price