Slides from The Power Series Selling at your Higher Price

1. Selling at your
Higher Price
By Richard Mulvey

2. The Power Series
Feb - Getting New Customers
Mar - Selling over the Telephone
Apr - Winning Sales Presentations
May - Handling Objections / Closing the sale
Jun - Sales Negotiation
Jul - Key Account Management
Aug - 7 Habits of Highly Successful Salespeople
Sept - Selling at your Higher Price
Oct - Selling Face to Face
Nov - Creating Raving Fans

3. What is Quality ?
It Works
It Looks Good
It Satisfies your Customer's Needs
It Lasts
It Maintains it's Value
Your Customer is proud to own it

4. Selling the Perception of Quality
To Sell Quality you have to
have Quality Sellers
Other Employees

5. Do Sweat the Small
Stuff!
Guarantee
Quality Advertising
Selling the Perception of Quality

6. Quality Communication
Brochures, Proposals &
Quotations
Selling the Perception of Quality

7. Quotations / Proposals
Specifications
Price
Delivery
Terms and Conditions
Price only holds good for 30
Quotations

8. The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Proposals
Quotations / Proposals

9. Packaging
Vehicles
Selling the Perception of Quality

10. It is Easier to
Sell the
Higher Priced
Product
Selling at your
Higher Price

11. Benefits = 4, Price = 4, Value = 1
Benefits = 6, Price = 4, Value = 1.5
Benefits = 8, Price = 5, Value = 1.6
Selling at your Higher price
Value
Benefits
Price
=

12. Delivery
Quality
Relationship
Price
The Circle Of
Satisfaction

13. The Circle Of
Satisfaction
Quality
Relationship
Delivery
Price

14. The Circle Of
Satisfaction
Quality
Relationship
Delivery
Price

15. The Circle Of
Satisfaction
Quality
Relationship
Delivery
PricePrice

16. The Circle Of
Satisfaction
Delivery
Quality
Relationship
Price

17. The Circle Of
Satisfaction
Delivery
Quality
Relationship
Price

18. Objections
Listen to the whole objection
Clarify the objection

19. It’s too expensive!
“When you say it's too expensive,
are you saying you cannot afford
the price or is there something
I've missed?”
Objections

20. Listen to the whole objection
Clarify the objection
Answer the objection
Get agreement
Objections

21. Opposition
Indifferent
Sceptical
Objections

22. Either
Convert the objection to a need
then provide your benefit that
satisfies that need
Or
Minimize the objection and
maximize the benefits you have
already agreed
Opposition

23. Add
Take away
Multiply
Divide
all the benefits
what the customer
will lose
the savings
the extra cost by some
appropriate figure
Opposition

24. The buyer says "That's it", or
"Take it or leave it".
The buyer agrees to a price and
then adds on extras.
The buye r u se s the "bu lk
discount" tactic.
The buyer keeps you waiting
Buyers Tricks

25. The Sales Meeting
http://bit.ly/The_Sales_Meeting_Registration

26. Next Month
Selling Face to Face
http://bit.ly/PowerSeries_Registration

27. Selling at your
Higher Price