Paul shares the common barriers salespeople experience when attempting to sell value.

Show Notes:

Salespeople will say, “That customer only buys on price, they’re a price shopper. They won’t buy value.” Well, then why are you wasting your time trying to sell value? 

Only 1-in-6 buyers are true price shoppers. Buyers are only objecting because they don’t see your value.

“I don’t want to offend my lower-level contacts by going over their head.” This is one of the weaker excuses salespeople use. Salespeople that use this excuse would rather build relationships with a non-decision-maker than sell value. 

“The buyer sent me a Request For Information (RFI). I must honor their request.” RFI might stand for Request For Information, but it really means Request For Imitation!

“I have to discount. The buyer expects it!” If the buyer expects a discount, it’s because you created that expectation. You can always create a new expectation. 

Click here to purchase the latest copy of Value-Added Selling!

Register for Andrea Klunder’s Launch Your Podcast class from The Creative Impostor Studios at http://www.thecreativeimpostor.com/qandalaunch.

This virtual training is Thursday, August 13th, 7:00 pm CST.

***

Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered. 

The Q and A Sales Podcast is edited by The Creative Impostor Studios. 

Thank you for tuning in. Make it a big day.