Sales Training Ideas – The 3 Most Effective Ways to Eliminate the Competition
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Sales Training Ideas
By John Chapin. And now I would like to offer you free access to a monthly newsletter and weekly sales articles. You can get your access at http://www.completeselling.com From John Chapin – Complete Selling, Inc. Article Source: http://EzineArticles.com/?expert=John_Chapin
What follows are the 3 most effective ways to eliminate the competition:
1. Relationship with the prospect/customer
The relationship with the salesperson is the number one reason people give for doing business with a particular company. The stronger relationship you have with your customer / client, the less chance your competitor has of getting a foot in the door. Have a stronger relationship with the prospect/customer than the competition does and you will make the sale more often than not.
2. Value
Value involves two components: perceived value, and actual, or recognized value. Perceived value is what causes the prospect to initially either buy or not buy. Assuming the prospect recognizes the value of your product or service and thus invests in it, then you’ve effectively sold the perceived value. Once the product is purchased, actual or recognized value now comes into play. Assuming the product does what you say it will do and other wise meets customer expectations, then you’ve fulfilled this second value component. If it doesn’t, then you probably will not make another sale and will drive your customer to the competition for future purchases.
3. Price
Another way to eliminate the competition is to prove to the prospect or customer that you can beat the competition on either short-term or long-term price. Notice we said short-term, or long-term. It’s usually fairly easy to show a short-term cost as this simply involves having a lower up-front price tag. Showing a long-term price advantage can be a little more tricky. A long-term price advantage requires that you show that your product or service will be less expensive to operate or that the return-on-investment will be more over the expected life of the product.
Bonus Tip – Do whatever you can to build solid, long-term relationships as this will be your greatest defense against the competition and also allow you to sell more and have a happier life. Even if you are in Real Estate sales where you may only deal with a buyer once, the average person knows 250 people and thus can refer you to many friends and family members. Stay in touch, personalize the relationship, and build a massive following.
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