Categories: Sales

Why Your Customer Doesn’t Like Your Price

You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer.

Just as quickly as you think the customer will buy, they say something along the lines of, “I like what you’re offering, but your price is way too much.” Without missing a beat, you begin to shudder at the thought of losing the sale.

Let’s look at why your customer doesn’t like your price.

It comes down to one reason. The one and only reason your customer doesn’t like your price is because they have failed to see enough value in what you are offering to warrant paying the price.

Don’t believe for a moment it’s because a competitor might be offering a lower price. Certainly don’t allow yourself to believe the customer would be better off waiting for a better deal. Finally, don’t even entertain the thought that your price might really be too high.

The correct answer is the customer simply has not seen enough value in what you’re offering.

The easiest way to correct this problem is to get the customer’s input. Don’t wait to do this after they’ve rejected your offer, but rather do it at the beginning. At the start of the sales call is when the customer’s input is the most valuable. The reason I say this is because the first half of the sales call is when the customer is going to be the most forthcoming with information.

It’s not unusual during a sales call for the customer to begin sensing the salesperson may try to ask for the order. If the customer begins to believe this and they are the least bit hesitant, they may very well start throwing out false information. The customer may start talking about objections that are really irrelevant to their real need. They will do this purely to disarm the salesperson.

This is the reason why it is so important to engage the customer early in the sales call and to get them to begin sharing with you their wants and needs. The earlier they share with you this type of information, the better job you can do later in the call in following up on this information. You can then drill down deeper to get even more specific information. Your objective is to get the customer to really see that the issues they’re facing are significant – and the only solution available is the one you are offering.

Some of you might think this is manipulative selling or arm-twisting, but it’s not that at all. If you, the salesperson, are merely asking questions and getting the customer to do the majority of the talking, then how could it be called arm-twisting?

Your objective as the salesperson is to get the customer to share with you at least three reasons they need what you’re offering. One of the three should be time sensitive. The customer’s time-sensitive need will allow you to close the sale now. It’s the other two that will allow the customer to see why they need to buy.

I use three benefits as the minimum, but the more the customer shares with you, the higher the probability you will be able to close the sale. I use the number three because more often than not, if you try to close before the customer has shared three of their wants or needs, you won’t be as successful. Of course, this excludes the overwhelming benefit or need they share with you that is so big and time-sensitive that it invites an immediate close.

When the customer shares with you a time-sensitive need, this is a perfect opportunity to first validate the time need. You validate it by asking them a question to get them to share more about why time is an issue. By getting the customer to explain this further, you will discover that the customer usually becomes even more conscientious about why they need to buy from you right now.

When you feel as if a customer doesn’t like your price, you simply need to remember they only fail to see the value of what you are offering. As long as you remember it is your job to help them see the value, you will increase your odds of success dramatically. I’m not going to say you’ll be 100% successful with this approach, but I know the more you use it, the less often you will hear the “price” excuse when a customer doesn’t buy.

Categories: Profit

Finding The Right Training Provider

The UK training industry is one of the largest and most influential industries in the country. It is one of the sectors that truly drives the economy and over the past few years it has mirrored the expansion and contraction of the UK economy.

Management & Leadership training, Business skills training, I.T. Training, Health and Safety Training as well as industry specific training such as Healthcare and Construction have all struggled to adapt to lower demand, lower prices and increased competition. This situation has led to more and more aggressive Sales and Marketing initiatives being developed and auctioned by Training Companies which has made the task of sourcing the right provider extremely difficult for even the most knowledgeable HR / Training Manager.

But choosing the right training provider is more important than ever before with the need to ensure workforces are skilled in their jobs and competent to be able to fulfil their ever changing roles and responsibilities.

Below are some thoughts and tips from Training Promotions who are a leading specialist company in sourcing the best possible training provision to fit your needs.

If you’re searching the internet for providers, be very clear and specific with your search terms.

Beware falling into the search engine trap of only looking at the first page or two. Many of the best trainers are busy training and not able to spend the time (or money) getting to the top of the rankings.

Is the training company you are looking at a Generalist or Specialist? In our experience those that focus on a specific topic area tend to deliver higher quality than those who spread their delivery across a wide range of topics.

Find out whether the company use freelance training associates or whether they are employed trainers. Generally a specialist company will employ high quality trainers who deliver their subject in the method and style represented by the company. Where associate trainers are used the styles, approaches and content are more likely to vary and may be inconsistent with the training company brand identity.

Find out how long the company has been in business. Any company in the UK that has operated though the recession will be fairly robust. There have been many new training companies that have sprung up in the last two years as employed trainers have been made redundant and set their own business up. They may well be fantastic at what they do but as a buying company it is worth doing some in depth checks to make sure you are getting the quality you deserve.

Get testimonials from companies that the training company has worked with before. Find out what was taught, who taught it and how their style matched not only the brief but also the many courses industry knowledge and experience is extremely important. Has the training company you are looking at got it and can they prove it?

Most companies say they design courses to meet your needs. Make sure you find out exactly what that means. Normally that will involve spending time in the organisation understanding what is needed. This will obviously increase costs but may well improve delivery to the point where required outcome is achieved

What involvement do the company offer post training course / programme. Will they come back and review the course with you? Do they offer post course support via Skype / email etc?

Most importantly of all are you clear on what you want as an outcome and have you discussed and defined with the training company how it will be measured? Where possible tie the training company into the evaluation and measurement phase so that everyone has a vested interest in the desired outcomes.

Training Promotions provide a Free service to Organisations looking to find the best possible solution to their training needs. We have a team of learning and development specialists who do not deliver training but independently provide advice and source provision based on training need and brief.

We save buying companies time, money and most important of all we increase the chances of the training having the desired effect.

Categories: Marketing

Larry Craig’s Incongruency

In the movie The Usual Suspects there’s a scene where a detective is interrogating an alleged criminal.

The detective says to the suspect, “The first thing I learned on the job, know what it was? How to spot a murderer. Let’s say you arrest three guys for the same killing. Put them all in jail overnight. The next morning, whoever is sleeping is your man. If you’re guilty, you know you’re caught, you get some rest – let your guard down, you follow?”

When Larry Craig’s “difficulties” came out recently, it reminded me of that scene.

For a while, this story was all the media was reporting on. Larry Craig, senator from Idaho, was arrested after an officer investigating lewd conduct was tapped on the foot, allegedly, apparently, by Mr. Craig.

On August 8th, he pled guilty to misdemeanor disorderly conduct. He paid more than $500 in fines and fees, and a 10-day jail sentence was stayed, with one year probation.

Craig’s spokesman said it was a “misunderstanding”.

A misunderstanding. And yet, he pled guilty.

Craig later said, “I should have had the advice of counsel in resolving this matter. In hindsight, I should not have pled guilty. I was trying to handle this matter myself quickly and expeditiously.”

This is where I see incongruity with Mr. Craig:

1. Innocent people don’t plead guilty. Innocent people put up a fight if they are wrongly accused.

2. He didn’t call an attorney. This is always the first thing one does – whether guilty or innocent – when dealing with law enforcement. What’s the “quickest and most expeditious” way to handle a legal matter? Get some representation. Attorneys are like dentists… we don’t really want to deal with them until we REALLY need them, but still… this is a “really need them” situation.

3. When Craig said, “I am not gay – nor have I ever been gay,” it implies that he believes it’s possible to have once been gay and then to become ungay.

Lastly, but maybe the most incongruous of all:

4. He didn’t immediately tell his wife! Now, if I were arrested for something as preposterous as this, I’d go straight home to my wife and tell her, “Listen to what happened to me today. You’re not going to believe this.”

Then Senator Craig decided that the media was to blame.

It’s all because of the Idaho Statesman. They’ve been “relentlessly and viciously” harassing him.

The media is easily vilified and a safe scapegoat, but here with his “history” it doesn’t ring true.

Here’s where persuasion comes in. If you were in the Senator’s shoes, how could this story be framed?

Did his incongruity give him away? And what can he do to unframe himself?

Categories: Sales

Sun Mergers & Acquisitions – The Business Intermediary to Sell Your Business

Business sales and mergers are complicated and time consuming processes. As such, business owners are advised to utilize a merger and acquisition intermediary in order to sell their business under the best possible scenario, receiving favourable pricing and terms. Finding an appropriate intermediary can be a difficult and stressful process, as selling a company is one of the most important financial transactions in an owner’s life- but has the potential to offer significant returns in your transaction. Numerous elements need to be considered when searching for the appropriate professional to handle the transaction.

It is important to have a comfort level with both the merger and acquisition firm and the individual business intermediary with whom an owner of a company entrusts to achieve its transaction objectives. A reputable firm should provide high levels of attention, professionalism, service, and expertise irrespective of the size of the transaction. One notable consideration is that many firms will market their services through seminars and then charge significant ($50,000 and up) upfront fees in order to engage the business. Firms that do so receive a considerable amount of money regardless of results, and ultimately do not align their interests with those of their client.

With the complexities involved in the business sale process, it is important to exercise due diligence by asking for referrals, seeking out credentials and bios, and reviewing past transactions to ensure that the company is familiar with the industry and/or similar business model at hand. It is also a good idea to review the M&A firm’s marketing process. A business owner needs to ensure that his or her transaction will be confidential, and that the intermediary has a plan of attack for marketing the business to a large pool of qualified buyers and investors. An intermediary firm should also be willing to work with a client’s professional network of attorneys, accountants, and other key individuals to gather information about the business and assist in critical activities such as recasting financial statements.

The Principals at Sun Mergers & Acquisitions, a New Jersey based M&A firm, saw a gap in the service levels provided to small and medium sizes businesses as compared to large corporations. Sun’s niche is to provide these companies with the level of representation that previously had only been available to much larger firms. In order to do so, Sun limits the number of assignments at any given time to ensure its ability to be highly pro-active and responsive, as well as to provide a high level of attention to clients from the senior professionals in the firm. This attention starts with a detailed analysis of a prospective client, the current conditions of the market it services, and various growth and strategic opportunities that may be available through an M&A transaction. The initial analysis provides an accurate understanding as to realistic market valuation and likely transaction structure expectations. It is performed in advance of an engagement to mutually confirm that Sun’s opinion of likely valuation is in line with the client’s expectations prior to making a commitment to the selling process. Sun continues to align its goals with those of its client by employing a success based fee structure, ensuring that it receives compensation only after achieving the desired result.

Sun M&A’s track record and service oriented approach to the business sale process has led to more than 200 successful transactions among small and mid-size enterprises. For more information on locating a solid, experienced business intermediary to assist in the sale of your business, visit .

Categories: Profit

Mortgage Leads, Get Your Customer Talking

When it comes to selling mortgages to potential customers, it is important to get to know who they are and what they need. The only successful way to do this is to get them to talk to you.

When approaching a potential customer it may be hard to get the customer?s attention never mind getting them to sit down and have a good conversation with you.

Most of the time people do not want to deal with the challenge of a sales pitch of someone that is trying to sell a mortgage to them. They are not going to appreciate being bothered like this unless the mortgage product being sold meets their needs and financial situation.

If you can get and keep your customers talking to you, you might have a chance at figuring out what their needs are for a specific mortgage product you have to offer. You may also be able to talk about the different mortgage products and what they could do for them.

Getting someone to talk is not going to be as difficult as you would think.

Some people really love to talk about their work, what they do, family life and even their dog.

If you can talk to a person and introduce whom you are and then get brushed off, you may want to think about saying something like this, ? Sorry to bother you, but can I ask what you do for a living??

Usually you can get the person to open up to you and find out what they do. Once this happens you can get them to talk more and say something like ? how did you get started with that type of interesting work??

Ask them how long they have been at the same job. Once you get them motivated to talk to you, it may be easier to find out more of what you want to know. This would be their need.

The best thing now is that your customer is talking to you and you need to listen. You have to be able to lead the conversation and take it in all directions.

Listening to your customer will help you try and match up what they need with the items that you are selling. If you get them speaking to you, do not get discouraged if you do not make the sale right away. You have to keep working towards it and build up a good relationship with them.

Just remember that most people really like to talk about who they are, what they do and their interests.

Do not be afraid to ask questions and build up great relationships for your mortgage sales.

Categories: Marketing

Factors Influencing Product Sales

For anyone who is in the business of selling or trade, nothing can be more suitable than to make sure that chance for increased sales will not be overlooked. Sale equals profit so the more you sell the easier for return of investment to be achieved.

There are certain factors that influences sale and these are also considered as the elements that entrepreneurs need to value to make sure that business success will be a lot easier to achieve.

Mass media – It cannot be denied that the mass media plays a very important role on the decisions that consumers make so it will be important to make sure that it will be used to capture the attention of consumers towards a product.

Packaging – Packaging is a versatile aspect of marketing that can easily give a product the advantages that it needs. Shrink sleeve can contain all the necessary information needed for a product to be valued. A heat shrink sleeve offers enough space for a product to look appealing, to be judged right, and to be able to communicate with consumers effectively.

Buying Patterns – Consumers behave differently and it can be expected that there are seasons when product sales are at its peak and there are times when sale is low. It all depends on the pattern that people follow to consider it the perfect timing to purchase a product.

Varying needs – People have varied needs and some products are definitely more in demand when compared with others. For product sales to soar, it will be necessary to be mindful of the demands for a particular merchandize and make sure that requirements will be met adequately.

Economy – Of course, economy plays a crucial role on how a product will be appreciated by its target audience. There are times when financial standings are tougher making it more difficult for people to meet their needs and thwart away from the idea of engaging on a purchase.

There are different factors that affect product sales and it will be important to pay attention to these elements and make sure that hindrances will be eliminated to make sure that a product will be capable of bringing your business closer to success.