Power Series Business Breakfast - "Selling at your Higher Price"

1. Selling at your
Higher Price

2. 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

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

4. Selling the Perception of Quality
Do Sweat the Small Stuff!
Guarantee your product
or Service

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

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

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

8. Selling the Perception of Quality
Packaging
Advertising
Vehicles

9. It is Easier
to Sell the
Higher Priced
Product

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

11. Delivery
Price
Relationship
Quality

12. Delivery
Price
Relationship
Quality

13. Delivery
Price
Relationship
Quality

14. Delivery
Price
Relationship
Quality

15. Delivery
Price
Relationship
Quality

16. Delivery
Price
Relationship
Quality

17. Objections
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?”

18. Opposition
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

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

20. Buyer’s Tricks
The buyer says "That's it", or "Take it or
leave it".
The buyer agrees to a price and then adds
on extras.
The buyer uses the "bulk discount" tactic.
The buyer keeps you waiting.

21. Selling at your
Higher Price
www.powerseries.co.za