The Sales Expeditor

Selling Value When Your Prospect is a Price Shopper

Posted by Chris Mott on Thu, Oct 01, 2015 @ 10:10 AM

Have you ever been in a scenario where you had to sell value, but your prospect was interested in nothing other than how low you could go? That might be an exciting proposition if you were trying to win a Limbo contest, but if you are trying to win the business and protect margin, you may have quite the challenge on your hands. In order to sell value to price shoppers, salespeople must be very highly skilled along with having supportive sales DNA and beliefs. Additionally, it will take lots of practice. Salespeople who tend to become emotional could lose objectivity and if they identify with buying based on price, they won't push back. If salespeople aren't comfortable having a financial discussion, they won't be effective at discussing the very issues that create value.

In this short video, I explore this challenge and sales management's response.

Is it important for you and your team to be more effective at handing price shoppers? Are you losing too many deals and wasting too much time? Get some quick feedback on your sales force and the other things that might be causing this.

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Topics: Sales Coaching, chris mott, selling value, price shoppers, improve win rates

Are Your Salespeople Really Selling Consultatively?

Posted by Chris Mott on Tue, Sep 29, 2015 @ 12:09 PM

Do you sell consultatively? Salespeople and sales leaders frequently think that they are, when in reality, they are either selling transactionally or applying solution selling. Does that statement bother you? Does it raise any questions? According to Objective Management Group and its data from evaluating and assessing close to a million salespeople, salespeople possess an average of only 48% of the attributes of a consultative seller. 

My video post today discusses this in some detail. Watch it and then go ask your saleseople to define consultative selling. You likely be frustrated by the answers.  

If you need to hire salespeople who have great consultative selling ability, read our whitepaper on sales selection.

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Topics: Consultative Selling, recruiting sales people, chris mott, hiring great salespeople, selling value

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