If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, instead of just saving them money. By doing this you will set yourself apart from the rest of the salespeople who base their offers on price alone.
Anyone can step up to the plate with a lower price. But not …

The customer doesn’t want to see the value in your product; he wants to get the value from your solution to his business problem. He must perceive unique value from you. If he cannot differentiate you from the competition, there is no reason to buy from you.
Action Step
Selling is the one area where you can afford to stand out from the crowd. You need to present a unique service, go the extra mile that nobody else is prepared to go, in order to set yourself apart from the rest of …

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take care of it. This is a trigger event.
If we transfer this to a business environment, you will understand what trigger events means for any existing business. A trigger is a need to buy, an event …

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking for event that can trigger the sales for you.
It could be something internal or inside the company, like a new direction from management, a merger or an acquisition, rapid growth, or maybe a new product …

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it should be only part of your expertise.
Consequently, through unorganized, hit-or-miss methods, his cost of selling is high simply because his methods are not as efficient as they should be.
This does not mean you shouldn’t use …

You’ve probably heard of my book, “Trigger Events – How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them a new set of tools to find new customers who are on the market today, and makes them successful by using 21st century resources to close more sales.
You don’t have time to read the book. You want the important information in that book, and you want it now.
Now there’s a new, better way to absorb the secrets of sales success  from …

Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.”

Subscribe to my daily sales tips and you will receive a free ebook every 30 days, plus extra discounts on my books, CD’s, webinars and seminars. If you would like to stop receiving my tips, you can unsubscribe at any time. Subscribe today by filling the form on the right-hand side. Thanks!

Objections to price are the most frequent of all objections. The ability to meet these successfully is a valuable asset, and efficient selling is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price objections.
Price objections may be divided into three classes:

Those which are not meant by the customers from the point of view of value, but that the prices are higher than they can afford to pay. These customers …