When it comes to helping your salespeople overturn price objections from potential buyers, have you turned your attention to ensuring that they believe wholeheartedly in the worth of the product they’re selling? In his column for Entrepreneur.com, Jason outlines a proven four-step process for convincing your team that the product they sell is worth every penny (and more) of its price. Doing so will show them that the solution to overcoming obstacles in the sales process is not to lower prices. Read an excerpt below:

Examine the price gap: Let’s say Competitor 1’s price is 15 percent lower than yours. Make a list of all the tangible features and intangible benefits you bring to the table that justify you charging more. The tangibles will vary depending on what product you’re selling, but might include a better warranty, higher resale value, lower maintenance costs and more-or-better standard features than the competition.”

For more practical advice from Jason on how to get your salespeople to see what they’re selling in a different light, click here. Leading your team members through his four-step process will put them in position to believe in the product and close the sale.

Here’s to earning what you’re worth!

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

FORREST PERFORMANCE GROUP is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

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