5 Sales Tips to Maximize Your Price

5 Sales Tips to Maximize Your Price:  from Sales Motivation and Sales Training by TheSalesHunter
Maximizing your price is never easy.
Customers today expect discounts. Unfortunately, they’ve come to expect discounts, because far too many salespeople have been willing to give in and reduce their price.
With more and more people becoming accustomed to getting a discount or special deal of some type, it makes the role of the salesperson that much harder to hold the line and not offer a discount.
Below are 5 sales tips you can use right now to help you avoid giving a discount.
Over the next several days, I’ll be explaining each one of these in much more depth to ensure you are able to use these with your customers.
I’m not asking you to pull the wool over your customer’s eyes.  No, what I’m saying is if you handle the sales process properly and allow the customer to understand the full value of how what you’re selling will help them, then you can avoid the discount.
(If you’re wondering if these are the only five sales tips I have to help you maximize your price, they are not. There are a lot more and we will get to those at a later date.)
Here we go… 5 sales tips you can use right now:
1. Sell the outcome, not the activity.
Anyone can sell features. Your objective is to focus on the outcomes the customer will gain when they buy from you.
2. Sell the urgency of the customer’s timeline.
Customers are far more willing to pay more when what you have is what they need now.  Key is in knowing what that timeline is.
3. Increase the level of confidence the customer has in you.
The more confident the customer is with you, the more value they will place in what you’re telling them.
4. Don’t breakdown your pricing model.
Example I like to use is doctors don’t do half a surgery. No, they do the entire procedure. Same is true with you — there’s no reason for you to break down your pricing model and piece meal it.
5. Don’t waver over price.
If you can’t state your price with conviction, then how do you expect your customer to believe you?
After reading those 5 tips, which one is speaking to you the most?
The reality is that if you want to maximize price, there is no short cut.  You have to refine your skills and you have to take the little actions that add up to big differences in your profit margin.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.