SalesHQ

   With automobiles the question that begs to be asked. How are they being advertised? If the discounts were not advertised people would not be racing to buy the cars This is a false sense of security with the market that will give a positive spin however long term relief is not affected . Due to heavy advertising of the discounted rates new car sales are jumping. Which automakers are enjoying the increased activity? Yeah yeah yeah the govenrment is backing the warranty of those cars.Who will pay  and who wants the work where the government sets the price for the  warranty repairs. No one is talking about that yet. Let us wait to see  and set consumer confidence.

  I still say  price is of no concern the majority of times.

I have to say that price does not matter. If you want something , you are going to buy it.

The price only matters if the value of need is not met

 If we look at reality the cheaper products the  consumer pays three times the actual costs. Using walmart. They buy shorts that last a month two months at best. They end up buying three sets of shorts at ten dollars each  they spent thirty dollars. Buy  decent pair of shorts at a good retail store for thirty bucks and they last two years. Is it really price or the cost to the consumer at that precious moment? How many of us have purchased shorts from walmart where the zipper breaks after a few times worn. Now you have an extra expense that must be added to the cost of those cheap shorts. These points are rarely discussed when there is no sales professional to help;

  When clients have an ethical,moral sales professional working with them the cost to the client is discussed not only price. As above it is the perceived value that the client purchases.Where the dollar is out weighed by the quality of the product and the  value, and sevices that come with that product. When the value,service ,and quality is missing of course cheap is priority.

 I can honestly state that all the clients that have worked with me who have said price is the issue it isn't.Whenever they have stated price they have never stated they could not pay my price. They state that they are unwilling at this time to pay my price until my value,service and quality outweigh the dollar amount.

 Using myself as a shopper I only go to walmart,lowes,home depot when the product itself does not matter and I am not looking for long term. I am interested in quick in and out.

tazi. you will find quality once in a great while however quality is rarely cheap and cheap is seldom quality. I bet you can find more items that you have thrown away or taken back then those that have lasted years. That is the point the vast majority of their products are not built to last they are built to sell quickly never to be found on their shelves again.

   I can name many items that we have had to repurchase elsewhere from tv/s,steroes,alarm clocks,speakers, shoes,shirts,shorts ,tank tops,swiming trunks,stale food,etc. I dislike malls and I have a walmart five minutes away.When I want quality products I go elsewhere.

tazigirl says ...

I have to say that price does not matter. If you want something , you are going to buy it.

You are right this is the simple formulae of Demand and price. But now-a-day you are not alone in market.The choices of clientle is large....your prices should be competitive and meet to the value of product and services.

Damn I rarely go to the side of establishment however I am with Brooks on this issue. If I allowed price to be the issue I would never make a sale.

 Client's use price as an excuse they are kind and do not want to say you are not worth the money you are asking. The natural reply is your price is too high, it is not in my budget, and I cannot afford it. Often times the sales person accepts the answer as being true however we know that it is a false objection.My favorite is well that is a lot of money. When anyone is spending money it is a lot of money. I remember people saying 5 bucks for a cheeseburger, fries and a drink is a lot of money however they still buy it and eat it. It is a disease I call excusitis.The client does not want to offend the person for doing a lousy job of presenting the product and service.

 Today I screwed up. The person said it was a lot of money. Looking back here is what I did not do. The client stated his daughter in NY was getting married, His cat takes a 3 dollar a day pill for cancer. He has cancer and has gone through chemo. I forgot that I was there in the past. I did not get history I had a lot on my mind this morning and I blew it. Was it a  lot of money  or was it that I showed indifference to the client and his daughter's wedding? . Was it a lot of money  or was it that he thought he was not important enough for me to remember? Was it a lot of money or the fact that I did not ask how he was feeling? Was it a lot of money or my indifference to talk about a cat receiving three dollar a day pills?

 It was not a  lot of money it was my inability to communicate properly to the client.He was too kind and did not say it was my stupidity that cost the sale he said it was a  lot of money.It was my lousy attitude on this call.

  Brooks is correct it becomes a price issue when I the sales professional allow it to become the focal point.

Goldsmith … I wasn’t intending to offend you, but simply state sound principles.  I have been a sales person in broadcast radio (early 80’s) where I sold “air” and thought price was the only way to sell and I was terrible (lack of training.)  Since that time I was a sales manager, then a general manager of a company, then a sales consultant for the last 8 years with the Brooks Group and the #1 sales producer for half those years with the highest margins and results for my clients.  Some of my clients include Titleist, Bobcat, Administaff and La-Z-Boy companies.  None of these clients got to be the top in their industry by selling “price.” 

Let me understand this more

 When value,trust and the relationship is high, price is not an issue?

 When trust,value,and the relationship is not there price is the issue?

 I wish all things were equal rarely is anything equal concerning sales. I will agree that price is a consideration with clients however when trust,value, and the relationship is built price is rarely a deal breaker.Often times sales people assume that price is the reason and they entice the deal with discounts ,lowering price when in fact raising the perceived value is the correct step.

  Know your competition and what they do in comparison to what you do.Anyone can beat me in price no one can beat me in preparation,knowledge,skill and sales will.I defeat myself with the lost sale.

 Price is low on the consideration chart of the client when the sales process is honored. Price objections are a defese mechanism that clients use informiing us we have not given enough validation of the solution,presentation of solution and price.

  I understand that the Brooks Group has a vested interest, we all do. The information that is given is true and time tested by those who follow a process and believe in that process.

 When price is a ridiculous number of course it wil be an issue. If the market value is one grand trying to sell the product at five grand price will be an issue. Knowing what the  market will bear and the competition this should never happen.

The_Brooks_Group3810 says ...

 

Our intent is to educate based on proven strategies, principles and practical, real world experience.  We are not recommending “over inflation of price” … that was never mentioned or recommended.  It is unethical, dishonest and we would never share that as a ‘strategy’.  As far as “free advertising & business purposes” … well, yes … guilty as charged.  Our belief is if we give away our some of our expertise for free then potential prospects would ask themselves “If this is the free stuff imagine what you would get when you pay for it.”  It has served us well for over 30 years so I guess we’re doing something right.

 

 

 

geez, i hate to point out the glaring obvious but,,if price didn't matter and you were so sure of your techniques based on proven experiene, why would you even consider giving it away?? price obviousely matters, right?  you can't "sell it" as a package so, you have to use another technique... marketing trickery or whatever you call it now days...but, price seems to matter to your customers. and, to show your hand before you get your price??? not good..

 

When i was just a young pup, i used to sell sales training seminare to businesses for a company (a few months).. i'm assuming you are doing something along those lines and the guy presenting nknew about as much as ayone i sold to, only difference is, he wrapped the same ol tired rhetoric in a entertaining package and blew a lot of smoke but I sure couldn't have used his same teaching techniques to actually "sell" his service and product... (books, tapes etc). I don't know your ocmpany and all but based on what i've heardso far for free, unless i hear something new, brilliant or unique and not a different slant on the same ol same ol, I'm afraid price would be a HUGE problem for me to purchase the service you are giving away.

 

 

acttuall, no i don't own the boots or any of the fancy gear and my line cost me all of 30 bucks. I catch plenty of fish wearing jeans and some ol blown out pair of boots... Of course, i'm a locakl and live here,  now, the campers and flat landers, you bet, they all have the fancy gear and, for most, price "is" what matters, if it cost's the most, it's got to be good.  anything less has to be crap.doesn't matter oif they only fish once in their life, they are going ot drop 5 grand on gear. smae with the skiers... all the best, drop a few thousand for 1 day and what kind of value they get? i don't know but they want the most expensive. same as the hunters... they come, drop a few grand on a gun and all the gear, walk around the woods for an hour, go back to camp and start shooting liquor bottles in the river. value for dollar?? 0- negative value.

 

 

 

Ouch obrudder. That hurt.

I for 1 really enjoy and appreciate all the input we get on this site.  I don't care who they are or what group they may be from.  I know I need all the input I can get and like to incorportate all the different ideas and suggestions.   THANK YOU to everyone!!!!!!!!!!!!!!

well, i don't agree with most of what i read but would defend ones right to speak it as long as it was in the terms of service.

The job of a professional sales person is to 1) uncover the prospects needs and wants (as opposed to “pitching their product or service”); 2) make a presentation to the prospect aligning their product or service as a solution to their perceived needs and wants.  A successful sales professional who does this will not meet any price resistance if they can show the value of their service to solve the prospects biggest need and want. 

agreed:)