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Stop your sales people from discounting


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If your products and services are being marginalized...
If your salespeople are being pushed down to procurement - This program will help.
If your customer can't perceive the value of your products and services, how can they price them?
If they can't price them, then.... They won't pay for it!
They can't sell it upward...
Why should they?

This is the slide deck of the introductory program teaching salespeople how to get top margin for their products/services/solutions.

Published in: Business, Education
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Stop your sales people from discounting

  1. 1. Want your salespeople to stop discounting? Changing value perceptions by converting solutions into metrics your customers wants. Presented By: Ian Segail
  2. 2. Why listen to Ian Segail Ian is one of Australia’s leading sales strategists and authorities on sales and sales management. Ian is also the founder of the Sales Coach Academy and the author and co-author of 7 books and eBooks dealing with the challenges and issues faced by sales management. Ian has been a sales development specialist for over 2 decades getting sales people to sell more, profitably.
  3. 3. What others say about Ian “Thought you might like to hear a good news story Sales Coach Academy© had a hand in......We have only implemented the top 2 suggested strategies from the program and this month’s numbers are incredible. Sales to Budget: -UP 71%; GM to Budget: UP to 46 % from 41% and a couple of days trading still to put through” Simon McKenzie - Regional Sales Manager – Burwell Technologies “As a result of working with this program, my division grew by 55% in 12 months, from approx. $ 7 million sales to $10.7 million sales, improving the bottom line EBIT by around $1.3 million!!!” Andrew Antala - DIVISION MANAGER – TECHNICAL - Charles Parsons & Co Pty Ltd, Australia “I can’t believe it! We’ve gone from $300K behind our target to banking over $320K every month for the last 90 days. One of your strategies helped us to re-sign one of our largest accounts even though they had been offered a 50% discount by one of our biggest competitors”. Darren White - National Sales Manager – Industrial Products
  4. 4. A solution must provide measurable improvement • The problem must be acknowledged by the by both the buyer and salesperson must also agree on the answer. • The Holy Grail -“A mutually shared answer to a recognized problem where the answer delivers measurable improvement."
  5. 5. Understanding Value
  6. 6. Understanding Value
  7. 7. • A commodity is a good for which there is demand, but which is supplied without qualitative differentiation across a market. i.e. It’s the same no matter who produces it. • Examples are petroleum, notebook paper, milk or copper. • The price of copper is universal, and fluctuates daily based on global supply and demand. • Motor cars, on the other hand, have many aspects of product differentiation, such as the brand, the user interface, the perceived quality etc. And, the more valuable a car is perceived to be, the more it will cost. What is a commodity?
  8. 8. How are commodities bought? • What will make us pay more for something?
  9. 9. Are you perceived as a commodity? • Do you have to compete on price? • Do your customers shop around and buy based on cost? • Do your customers think the products and service that you offer are very similar to what every other vendor? • How do you contribute to that?
  10. 10. The "4 U's“ Value Test Is the problem…Unworkable? • Does your proposed solution fix a broken business process where there are real, measureable consequences to inaction? • Can your solution be monetized? • Will someone get fired if the issue is not addressed?
  11. 11. The "4 U's“ Value Test Is the problem.. Unavoidable? • Is the problem you have a solution for driven by a mandate with implications associated with governance or regulatory control? • Is it a requirement? • EXAMPLE: The issue is being driven by a governance requirement for accounting or compliance or specification?
  12. 12. The "4 U's“ Value Test Is the problem...Urgent? • Is your solution one of the top few priorities for a company? • It is always a lot easier to get your solution onto a customer's priority list and have them assign resources to fixing the problem when you can point to an urgent issue requiring resolution.
  13. 13. The "4 U's“ Value Test Is the problem...Underserved? • Is there an absence or lack of valid answers to the problem you're looking to solve?
  14. 14. How compelling is your value proposition? Where do your products/service/solution compete?  Better  Faster  Easier  Cheaper  Safer
  15. 15. “If you cant put a number on your value, all you can sell is your price!” "Unless you know your value all you can sell is your cost - If you cannot price your value all you can price is your cost!” Mack Hannan
  16. 16. Essentially what Hannan is saying is: If your customer can't perceive the value, how can they price it? If they can't price it then.... They won't pay for it! They cant sell it! Why should they?
  17. 17. The 5 “Show me the money” Value Levers 1. Make $ 2. Save $ 3. Reduce risk 4. Optimisation 5. Retain customers
  18. 18. Monetize Application Product Focus Product Application Monetize Application Crowded market Very Few Players Fewer Players
  19. 19. Monetize impact on...  Revenue  Cost of Sales /Production  Margin  Expenses  Profit
  20. 20. What are the numbers we can impact? REMEMBER: “If you cant put a number on your value, all you can sell is your price!”
  21. 21. Quantify your package • Sun Tzu – The Art Of War – min-3:1 advantage required when competing head to head.
  22. 22. Contact: For further information or to book a course, contact our friendly team today on 1300 891 760 or contact us online or email: