Why Price Objections are always a Sales Obstacle

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In the world of traditional selling the fee always seems to be too high. Even if your service or product is superior, prospects still tend to commoditize it in order to make the fee an issue. Why is this tactic such a common occurrence?

Reasons for Commoditization

Let’s go to day one on the job for the typical sales person. What type of training do new sales people receive? They receive product knowledge training. We create experts out of them. However, are they experts at who you are, what you do, and what you have done for others? Or, are they experts at knowing why the prospect is going to buy and why the prospect is going to buy from you? At the end of the month which of the two areas of knowledge really matters most to your bottom line? Typical sales people barrage the prospect with who they are, what they do and how much better they are than the competition. In other words the communication is strictly “I” Centric.

Step outside the box for a moment and answer the following question—what is the reason you buy something? You buy for YOUR reasons, not the sales person’s reasons! However traditional selling methodology dictates product knowledge indoctrination during a sales person’s initial involvement with any sales organization.

Click Here for more Assistance on the Selling Processhttp://www.peakperformancesalestraining.com/TrainingPrograms/HowWeDiffer

How the Needs Analysis Backfires

Many of you reading this tip have either experienced, or at least know of the many sales processes and sales psychologies out in the market place. Without naming any sales training system or philosophy by name, let’s just say that many have the same thing in common. They all teach you to do a Needs Analysis, followed by your sales people spinning your strategic solutions to better fit the identified needs. But what does your strategic solution consists of—it consists of features and benefits!

Well here we go! This communicated solution starts the process of commoditizing yourself and placing yourself inside a box only to find yourself having to defend yourself and your pricing.

To read the balance of this top please visit http://www.peakperformancesalestraining.com/content/why-price-objection-always-sales-obstacle

Why Price Objections are always a Sales Obstacle

In the world of traditional selling the fee always seems to be too high. Even if your service or product is superior, prospects still tend to commoditize it in order to make the fee an issue. Why is this tactic such a common occurrence?

Reasons for Commoditization

Let’s go to day one on the job for the typical sales person. What type of training do new sales people receive? They receive product knowledge training. We create experts out of them. However, are they experts at who you are, what you do, and what you have done for others? Or, are they experts at knowing why the prospect is going to buy and why the prospect is going to buy from you? At the end of the month which of the two areas of knowledge really matters most to your bottom line? Typical sales people barrage the prospect with who they are, what they do and how much better they are than the competition. In other words the communication is strictly “I” Centric.

Step outside the box for a moment and answer the following question—what is the reason you buy something? You buy for YOUR reasons, not the sales person’s reasons! However traditional selling methodology dictates product knowledge indoctrination during a sales person’s initial involvement with any sales organization.

Click Here for more Assistance on the Selling Processhttp://www.peakperformancesalestraining.com/TrainingPrograms/HowWeDiffer

How the Needs Analysis Backfires

Many of you reading this tip have either experienced, or at least know of the many sales processes and sales psychologies out in the market place. Without naming any sales training system or philosophy by name, let’s just say that many have the same thing in common. They all teach you to do a Needs Analysis, followed by your sales people spinning your strategic solutions to better fit the identified needs. But what does your strategic solution consists of—it consists of features and benefits!

Get your Complimentary CEO Growth and Sales Barrier Tool Kit  

Please visit: http://ow.ly/B8y4q to request your CEO Sales Tool Kit.

Looking for Top Sales Producers? Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw

Well here we go! This communicated solution starts the process of commoditizing yourself and placing yourself inside a box only to find yourself having to defend yourself and your pricing.

To read the balance of this top please visit http://www.peakperformancesalestraining.com/content/why-price-objection-always-sales-obstacle

Complimentary CEO Growth Barrier Information Package

Business Owners, Presidents and CEO's: You invest more money into hiring and training more reps, invest in additional advertising and marketing, conduct more sales meetings— Are you achieving more productivity?

Regardless of how many rounds of golf your sales people play with prospects, or how many sale meetings or attempts you make to motivate your team, sales are simply not good. Now what?

Many Business Owners adversely impact their margins by dipping into the corporate pocketbook to implement a new bonus plan. At best this may elevate performance temporarily, only to have sales people fall back into their regular non-productive routine.

Some CEO's fall prey to the complaints and bad attitudes of sales people who say they have no leads, or no one to call. Opposed to dealing with the actual problem, poor closing skills, they again adversely impact their margins by investing into more advertising and marketing campaigns. They simple want you to spend more money for them to get more leads, to have more opportunity to close LESS business!

Business Owners: Request Your Complimentary CEO Growth Barrier Information Package

Uncover the Top Sales & Growth Obstacles facing Business Owners

Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKitThe Negative Impact of failure to change............

To read the balance of this Tip and others please visit http://www.peakperformancesalestraining.com/content/confronting-sales-ineffectiveness-you-are-going-have-do-it-sooner-or-later%E2%80%94what-cost-doing

The Impact on your Bottom Line due to Commoditization: Products and Services Don’t Commoditize; Sales People DO!

By Peak Performance Training and Development www.peakperformancesalestraining.com

Providing CEO's, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting

Why do so many sales people jump through hoops to get the prospect’s attention then deliver a stellar presentation, only to have the prospect go with a competitor who comes in at a lower price? To learn more call Peak Performance today at 866-816-0991

Are your products/services overpriced? Are your competition’s offerings under priced?

Why does the prospect perceive your product as a mere commodity—easily replaceable by any number of competitive products?

To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/impact-your-bottom-line-due-commoditization-products-and-services-don%E2%80%99t-commoditize-sales