Sales people have always had a laundry list of excuses that keep them from being able to sell today. Yet, is there any excuse more infamous than the price one. "If we just lowered our price, I could sell a ton of this stuff." Oh really? People buy primarily-based on price? Well, if that's true consider this.
If price really matters…
• Everyone would buy generic drugs
• No one would have cable or satellite television
• The seat every fan fights for would be the last row in the stadium
• Satellite radio wouldn't have over 15 million subscribers
• No one would own a Bose product
• You would get your drinking water from a faucet
• A Yugo would be in your driveway
• Nordstroms would be empty
• Everyone would shave with a single blade razor
• Starbuck's wouldn't have poured a single cup of coffee
• The only food in your kitchen would be supermarket brand
• The toilet paper in your bathroom would be single-ply sandpaper
• And… You wouldn't have any clients!
After all, someone bought from your company. Not just one person, lots of people have bought from your company. Remember this the next time you let yourself argue that you can't sell because of price. It isn't the price… It's your ability to demonstrate value to prospects. And, people will pay for value. You've just seen evidence that they do, even in your own backyard.
- - -
Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of “Soar Despite Your Dodo Sales Manager.” Lee is a columnist and member of the Editorial Advisory Board of Sales and Marketing Management Magazine. Look for Lee's new book in 2010 titled, "The Sales Marriage” where he shares the secrets to identifying, hiring, and on-boarding the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321
