Why You Can't Close the Sale - It's NOT the Price!
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- เผยแพร่เมื่อ 10 ม.ค. 2017
- #sellvalue #closethesale #victorantonio
Here's why You Can't Close the Sale - It's Not About Price. Understanding the customer's concerns toward the end of the buying process is important. www.VictorAntonio.com - แนวปฏิบัติและการใช้ชีวิต
I always was taught, if one gets the price objection, the reason is, they just weren't sold. During your excellent presentation, I pictured a heat guage. A self monitoring system, real time in the sales call. One can know, whether or not the prospect is sold - - by the disappearance of the price objection.
This is something that’s helped me close so many of my sales as i am a life & health insurance agent. Just by simply going over what the client is buying and the features of the product an extra time before payment has made a world of difference. What you are talking about, which is GOLD, is the key to closing is making them feel confident with the purchase and how do you do that? Show the value in what’s on the table.
I work as a sales manager at one of the biggest gyms in Egypt. Your tips are really help me and improves my sales skills.
Thank You Antonio
That is great to hear Mustafa! My favorite spot in Egypt is Sharm el Sheikh :-) VA
I love starting my day listening to your podcasts! I'm new to sales and I'm trying to increase my knowledge and implement them
Wow😊
Your techniques and advice fit perfectly into the company and the products I sell!
That's right victor..... Build, build and build the value, then price doesn't matter. Really nice one.
Check that! :-) VA
Victor Antonio ... my most fav is.... I will think about it
I have been telling my sales people the same thing for years. Thank You for addressing it. Great advise on blocking objections vs over overcoming them. I believe sometimes in sales we loose track of the basics and try to reinvent the wheel, and it already been done for us.
Yep! VA
Thx Victor for all your valuable advices and techniques. I've been in sales for more than 18 years old and took al lot of sales trainings and still go back to your videos not to drift and not to think there is no need for me to learn and learn from your valuable videos. keep it up.
Thank you Simon! VA
Pricing disappears when value exceeds price. Is your service/product worth what you are asking? Often, it's not. Greedy misguided owners/managers take shortcuts. Offer less choice because it's easier. Charge top dollar to offset fewer sales. Selling is easy when value exceeds price.
wow... Mr Victor you just made me have a different way of sales thinking
Always a big fan of you never missed a podcast of yours 👍
finally someone who puts it simple
new sub
I agree with you victor, the objection about price will always come up but we have to block the other objections which reveals what the customers real concerns are.
every customer wants to be sure he's getting the right deal.
Yes sir! VA
Antonio has stepped my game up so much.
His objection blocks have actually worked for me.
I rarely if ever compliment sales techniques bit his methods work.
To such an extent I watch other sales guys my senior do things opposite of his methods and get hung up on.
Selling=Blocking objections. Thank you.
thank you very much this helped me a lot
I really got a lot out of this today! Thank you Victor. You have made my day!!!
Thank you Karen! What was ONE takeaway for you? VA
As a sales trainer, it is sometimes hard to get the staff to take their focus off of the price/discount and to put their attention on the benefits of the products/services we offer to our customers. This will help me give a more convincing argument. Your videos are boss!
Great feedback; thank you :-) VA
Thank you. This session had more vaule...
Thank you :-) VA
Lack of sale is lack of desire
Price does not equal value
Value is determined on several levels. Focus can be on, need (will it make our life better), cost ( what do we have to give up), concern (fear what will we lose with out ). Convenience (effort ). Price is only a monetary consideration that is replaceable. Do we like the product/service or do we like what else our money can buy. Not blocking objections most can not identify dominant goal/objection
I really like your videos and I think every tip you provide works. I sell Timeshare in Punta Cana. I tried one of your advices one time and I closed the deal jut for saying a frase you said in your videos of "'I have to thinking about it" so, THANK YOU MUCH.
Paola, pues ahora me debes un alojamiento gratis en PC! lol VA
hahaha ok!
This is always happen to my client as the supply over the demand. I working as Sales Manager in 5 stars hotel in Indonesia. Thanks for your video! Great information! cheers
Thank you my friend! VA
Hi, victor, please can you tell me how to sell insurance effectively and more, i'm new in sales, but after watching you i've been motivated to be in sales, and i want to know how to sell insurance effectively and to more and more customer
I have sold many a job and then they asked how much and the amount is never a problem
I sell business to customer. What happens when I’m competing with a competitor who is selling the exact same merchandise that I am for a lower price. It’s a race to the bottom. Sometimes I tell my customers that we are not trying to be the cheapest store in town- we’re trying to be the best.
We’re living in a world where people pull out their phone and compare prices on Amazon in less than 60 seconds. How do you deal with price concerns in these situations?
Value exceeds price that when people buy
Yes sir! VA
whats happens when you do a dynamic presentation. build value. they shop your value and knowledge. they lay down at abc motors cause they have the same value truck 2k cheaper 20 miles away. i dont care how good and they like you. they r going to check it out.
at least here in the deep south.
i lost a deal over 750. he was willing to drive 40 miles . maybe i was wrong. i asked was he going to let 750 stand in the way after 2 days of back in forth. He looked me in my eyes and said i like you Blue. but 750 is 750 i dont like you more than my hard earned money. if they dont honor their price i will be back. i never saw him again.
Djuan Blue that's a pretty interesting concern.The next time you deal with a client, nudge them on why they should be buying from you. At the end of presentation(as you've mentioned) tell them why you are well equipped to handle the value you are providing.
Cheers ✌🏻
Djuan Blue You should have given him the price he wanted. You lost the sale.
Not always or we would all own google. You must first identify the need, satisfy the desire, then motivate to positive action.
Think of Nike. Expensive. Need is a shoe. Desire is a fashionable running shoe. Motivation to action is built into their slogan “Just Do it” What they are really saying is, just go buy their shoe... so you can maybe run around and do all the activities depicted in their commercials.
Superb. You rock!
Great one
You are absolutely right Victor‼‼📈📈
Thank you Jose! VA
Victor Antonio hey victor I work selling high end watches and since the euro and pounds are low how can I get Europeans to buy?
I don't have an answer for that one Trish...sorry! VA
Love Your Podcast
thank you very much
Thanks VAnita :-) VA
amazing..thank u
Thank you Mohammad! VA
Gr8 video.. I'm joining sales as my career.. Can you please upload a video for amateur salesmem
I do sales tips on my channel...but this guy is good!
Hii!victor sir , it’s always fabulous to listen your podcast . Am 19 yr old enterpruner and I would like to ask you that how I give my introduction to my overseas clients?
Find your target market, connect with them on LinkedIN, follow them and comment on their posting and when you feel like you've connected with them enough, invite them to a call. VA
Victor, I'm 17 years old trying to sell advertising space on a door hanger so that 9 different businesses can put their coupon on the door hanger that's passed out to 10,000 houses. I've been working on this business everyday after school for 3 months and still can't seem to get any clients. Any tips? Thanks.
Are you showing them any data of what they'll get in return? Example: Clients who invested in these Door Hangers get 2-3 customer calls on average with an average buy rate of $500. That means $1,000 to $1,500 in orders for you. Over a 2 year lifetime, they'll buy another $500. Which means you're looking at a $1,500 to $2,000 return on your money. ---- Unless you sell the tangible value, they won't buy. Best of luck. VA
where can i find the blocking objections program?
Available on www.SeminarsOnSelling.com
Sir can you help me create a Value Proposition Statement for my business
Can you please,give me how to be a good salesperson...what to do? How to motivate myself....and what to do from waking up in the morning until you meet up with the customer
Listen to my podcasts and implement at least 1-2 ideas every week! :-) VA
Very very good
Hey Victor, I run a screen printing company and a large portion of our business is based on price. By this I mean when we are asked to quote for many companies we have no option to sell our products based on value. How would you suggest handling this to increase profits? Thanks, D
Remember to sell the value surrounding the sale: quality of shirts, quality of paint/ink, quality of delivery and service...etc. People want security in the end...how can you help them feel safer about working with you? VA
Victor Antonio Thanks Victor for your reply. I will add more value to my pitch.
Victor, i am a really Young sales man, actually only 18 years old. right now i am selling door to door or on the streets. the pitches are relatively quicke compared to sales that take like a month. my sales only take minutes, but it is sales. can you give me one of your best tips on street sales or door to door sales?
Door-to-door isn't my thing so I'm not the best person to help you...sorry. VA
If there's something I can help you with, it's the mindset that you (the salesperson) is actually doing your prospect, a favor or a service.
You don't have to love the product, but love the fact that the prospect will be rewarded if they obtain your product or service.
It's all about them knowing , that you are bringing Value to them.
Best of luck Weber1209rafael
I'm only 15 , but I sell woodwork and carvings... Any tips bro..?
Victor Antonio can you please make a video on how to sell online. I sell affiliated product for other companies and I have problem selling online.
Not a topic I'm ready to dedicate time to on video today...,maybe in the future. VA
Hi Victor!
I sell solutions, bar code automation solutions. Frequently, in the beginning, I am consulting with the customer to help them get to the desired solution. At some point before the close, the customer says - "well we need to put this out to bid". How can I get around this or position myself to win - even if I am not the lowest price. Typically the buying shifts from the project group over to procurement. Procurement is only focused on price - it seems.
Bill, first it's hard to really give you the proper advice via TH-cam. That said, when the client says that, a) it's usually too late to fight that objection and b) it should've been blocked early on. My response block series is a must in this case where you address the concern/pushback early on. I would love for you to attend sometime in the near future my www.SalesMasteryIntensive.com training where I will work with you One-On-One to sequence your presentation so you avoid that objection and position the value stronger to be able to push back on Purchasing. These are the "hardcore issues" we tackle in the workshop. VA
victor yes this is so beautiful but how about a client insists and says I told u let me think about it okay?
Then, try one more thing...if it's not the fit, functionality or finance,...then Mr. Customer is has to be FEAR. Tell me, what's holding you back? Thoughts? VA
This stuff helps
I like how you are not selling books, useless products like robert kiyosaki, dan lok etc for the knowledge. At least giving the main topics answer away.
How to sell when your competitors product has the exact same features as your product but COST LESS.
In market, various cheap segment cars available, having some of the great features high cost cars have, still Mercedes doing their business. First assume and Start to call your product Rolls Royce and absolutely there is no competition when Value comes in front
Actually, some people are poor. They go for the lowest price. When you don't have a lot of money... you count your pennies.
I always give discount to such extend that I close on loss,please help
Stop discounting and start selling your value. Sign up for my Sales Mastery Academy (www.VictorAntonio.com) if you're serious about learning how to STOP losing money. VA
That’s good for the customer. Discount the price or they can get a better price somewhere else.
Why do that ,the old saying find spend 2 dollars to dig up a dollar,best to just leave it there
tthe best of the best
Thank you! VA
45 min to 1 hr, concerns for pricing shift, Focus on value and product instead, U-shape curve for concern, customer will be more concerned with the product in the end if you don't talk about it
Love Your Podcast