MONEY TALK: STRATEGIES FOR CREATING VALUE AND DRIVING SALES
Is the discussion of price with a potential homebuyer something that you dread as a sales professional? Then it’s time to check your mindset and start viewing this conversation about money as a way to move the sale forward. As Phil explains in his recent column for Builder and Developer, top sales professionals actually welcome price objections because they provide an opportunity to establish value. Read an excerpt below:
“In the absence of value, price is the determining factor for what we buy. When a customer does not see the value in your company, your community, or your home, their only choice is to choose the lowest priced home. However, when they are certain that your total package is worth it, then they will be compelled to move forward and feel good about what they are buying because it is worth it.”
To learn more about how to make price conversations pay off for you as a sales professional, click here. Phil offers a number of useful insights and tips, including concrete ways to create certainty of value throughout the process.
Here’s to earning what you’re worth!
PHIL MCSHAN LOVES INVESTING IN PEOPLE—A PERFECT FIT FOR HIS ROLE. With 15 years experience in sales, consulting and training, Phil brings a wealth of knowledge and experience to the team. Phil’s authentic speaking approach has earned him a reputation for being easy to listen to. He always strives to make his training relevant, real and applicable.
Phil is especially passionate about the Forrest PG philosophy that, “Our beliefs have more to do with our success than our abilities and the it’s coaching along the way makes all the difference.” He loves being one such difference maker.
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.