COMPETITION - PRICING ISSUES - HEARD IT B4 !

How goes the battle ? You know, the battle for more sales !

Well, it can't be easy. I know because I hear about it everyday from multiple clients. The price mongers rule the world ! And I'm sure that is reality. I know it is ( there's only four million sales coaches like me now - two million came onboard within the last week LOL ) and you can't ignore the situation. But griping about it and lamenting it isn't the answer either.

There's an old sales cliche "price is what you pay; value is what you get". What does that mean to you ? It means that you and your TEAM have to find ways to bring greater value to the Customer's benefit. I don't mean sales puffery. I mean measurable value. Brainstorm, analyze, debate, reevaluate as an individual sales pro and as a sales organization. What can you do differently than has ever been done before to increase the value for your potential or existing customer. What can you add, take away, change or understand better what the customer needs. Challenge yourself ( I know I use that word a lot ) to find a way to kick the competition's behind without trying to win the price game.

This can work; it isn't easy. You have to want to win and succeed to a higher level than the "others"

It's pretty hard to find any product or service that isn't dealing with a very competitive ( pricewise ) market. Then, why do some succeed where others fail ? Think about it ! Look around you , almost every major marketplace has businesses going under while competitors of theirs are doing OK or better. Why ! Each situation and the answer would have a different set of facts. But, there are usually multiple reasons for why one organization is succeeding where others are failing.

While trying to assist clients with this direction, it becomes very obvious that many are not very analytical nor willing to change the sales process as they have known it; let alone figuring out how to bring increased value to the customer. And it's not because their without the mental capability. It's because some of us are better at this than others. Some of us have very limited vision; especially some of us older ones ( LOL ). But, a lot of us don't see the value nor believe that you really can bring increased value to the customer. Well, you can and I have never seen a selling situation, product and/or service, that I couldn't bring increased measurable value to the customer. Does the salesperson or the organization want to support it once determined ? That can be an issue for sure. Think about it !

Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !