How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready to buy now, and not waste your time on those that aren't ready yet.

Here's the wrong assumption to make in that situation. You took the time and educated the prospect; they walked out, and you automatically think that they either bought from someone else, or they were just tire kicking. Wrong!!!

Why Prospect Shop Price Alone

Did you know that your prospects were conditioned by your industry to make price the overriding issue when looking for products and services? Whose fault is this? In my opinion, I would have to say that in most cases, it's the fault of the vendors that are selling your product or service.

Why do I say this? Think about it...most prospects that call you have done most of their research regarding the type of product or service that you offer and are now ready to buy. The typical prospect makes 3 to 5 phone calls asking who can provide the best price, because they've already done the research and know what their needs are. What might you tell them? You might jump at the opportunity to gain a new client and say, "I'll give you the best price, what did the other guy offer you?"

Have you ever wondered how to sell your products and services more on value than simply on the price?

Understanding The Educational Spectrum

Think of the Educational Spectrum as a horizontal line from left to right, with the letter "A" representing the far left hand side of the spectrum and "Z" being the far right. Prospects jump on the educational spectrum somewhere from A to Z. A is when the prospect first gets the idea that they have a need for what you have to offer. We call these "Future Buyers". Z is when money changes hands and they acquire the goods. We call these "Now Buyers".

Here's a simple illustration of the Educational Spectrum. The key is to determine where your prospects are on this spectrum and help them move comfortably and consistently towards the right of the spectrum where they then become the "Now Buyers".

"The Educational Spectrum"

A====D=========G=====J=======M=======P========S=======V======Z

A- Prospect firsts gets the idea to buy what you sell

D- Starts gathering information on an informal basis

G- Asks friend & associates for recommendations

J- Heavy-duty fact finding

M- Narrows choices by process of elimination

P- Narrows in on favorites; decision is coming soon

S- Makes decision to buy but not necessarily who to buy from

V- Waiting for the right time

Z- Money changes hands

A====D=========G=====J=======M=======P========S=======V======Z

Just like we know that having a baby takes 9 months, you have a good idea what the selling cycle is for your products. Whatever it is, you know it is fairly constant. So why rush the future buyers to buy when they are not ready? Why not use the selling cycle to your advantage?

Become The Logical Choice To Do Business With

Understanding the job of effective marketing will allow you to assist your prospects when you know that they are not ready to buy what you have to offer by providing marketing materials that are hit their hot-buttons and educate them in a systematic way until they are ready to buy.

This process should be systematic and automated, so that they receive industry significant information that helps them to make a quality decision. In other words, you can become the advocate for your industry that prospects look to for advice. When they become "Now Buyers", where do you think they will go for their purchase? Good chance, it will be you!

Think of yourself as the fountain from whence all information flows when it comes to buying what you have sell.

It should not be important who your prospect buys from as long as you are committed to providing the best information and knowledge so they can make the best buying decision for themselves and their situation.

In the end, no one wants to feel like they made a bad decision to purchase your product or service, so it is important that you assist your prospects every step of the way as they are gaining confidence in doing business with you.

¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤¤

About The Author:
Marc Gamble, the author, teaches business owners, entrepreneurs, and professionals how to acheive bigger, bottom line results from their advertising & marketing efforts without spending more time, effort, or money. Learn marketing strategies and tactics to separate yourself from your competition and become the obvious choice to do business with. To learn more about how to improve your own Marketing Efforts and Achieve Better Results, visit: http://www.MYMOnDemand.com/vpc1_mgnm
Email: mgamble@mymondemand.com

---

Leveraging Yourself Up To Executives When Selling

The fastest way to get a decision made is to... Read More

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Looong and Boooring Sales Letters

You have all seen them,the sales letters that never ends.... Read More

The Doors Of Opportunity

Alexander Graham Bell once said, "When one door closes another... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

Ten Tips for Choosing the Right Direct Sales Company

Direct sales can be your ticket to a profitable home-based... Read More

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of... Read More

Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain

There are 3 ways to grow any business:- Get more... Read More

Take the Contract with You

I learned something very interesting this week. Thankfully, what I... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More