Are You Really Leaving That Much of YOUR MONEY on the Buyer’s Table?

Surely not?

Tell me you’re not still discounting to win business?

And you’re not still price matching, charging what your competitor’s charge?

Tell me you’re not…please?

Look at it this way – whilst you’re directly competing with the rest of the providers in your market, your profits, your prices and your turnover will be capped.

Totally 100% capped.

Totally out of your control.

If you want to escape that profitless prison you can…easy as.

You make the decision to be profitably different.

So different that the prospects and the buyers see such value in what you offer that you cease to have ANY competitors.

Your choice:

Check this out for more information, just hit the link here to find out how to STOP LEAVING YOUR MONEY on the buyer’s table.

If you want to see how this worked for three companies – all working in price driven, highly competitive, discount based industries – check this link below and see how they did it…

How they increased prices, profits, AND close rates…just by changing how they thought about the buyer, how they thought about their industry, their business and their place in the buyer’s mind.

Here’s the link – How Have Other Businesses Achieved Bigger Better Sales Results

If they can do it, you can too – just hit the link above.

Happy Selling!

P.S. And if you’re looking for regular sales and business development insights straight to your inbox – here’s a gift for you – just hit the link below:

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Fastest Way to Increase Close Rates – Increase Prices

A brief case study :  My client company had a sales team selling a product X, their only product. Massively undersold in terms of business proposition, sectors, ability to demonstrate value and benefit, plus no use of ROI comparisons during the presentations.

Having addressed all of the above – the average order value is now 4 x what it was for identical product X. Plus the close rate is double what it was.

And the price and the rates are increasing steadily, and will continue to do so.

Pure Luck? Not a chance.

Biggest influences in bringing about the positive change:

  • Changing market direction – decision maker level, sector, sales criteria
  • Creating and demonstrating value at all stages of the sales process – heavy ROI biased
  • Reporting – revising and updating the reporting for meaningful management information

The challenges for this organisation were huge. But, if they can do it – so can you.

Key Lessons:

  • The price charged has to be commensurate with the value delivered
  • Too low a price cheapens the product/service
  • Too low a price ruins any chance of creating urgency
  • Pricing it to close on the day is stupid (harsh but true)
  • Thinking that a delay in response from the buyer is a reason to start a price negotiation prematurely is also wrong
  • The higher up the company organisational chart your decision maker is – the more valuable their time is, the more valuable any solution that saves them time is – your charging should reflect this
  • The price should be a hot button to the buyer – and that’s fine because you will have already demonstrated value
  • Your price should be a differentiator – a positive differentiator
  • Your price should allow you another opportunity to demonstrate value.

To find out more about how you can get results like this in your organisation, call us for a chat

Carol Griffiths (Director and Lead Consultant) 0779 002 1885, carol@mortonkyle.com

Morton Kyle Limited