This is a sales training article on selling more and overcoming objections that explains that if pcustomers would pay $150.00 for a bird feeder, no price is high if it solves their problem. It explains how to sell more by focussing on solutions and value and not price.

By Carl Davidson

This article is intended to put the fear of low prices and low priced competitors in perspective so you can sell more and discount less. It is designed to share with you the fact that your customers don't buy prices, they buy value and they buy solutions. When we focus on price, we lose control, we lose sales and we lose money. If you usually discount or lose sales over price, we have good news for you.

Take as an example, a bird feeder. It's a simple devise that dispenses seed to birds. Normal, common birdfeeders cost about $10.00. There are hindreds available in almost every store and on line. If you sold bird feeders, would you assume that most customers would have to get it at the low Walmart price to buy? That is exactly the assumption many of us make in our sales. If there is a supplier at a low price, we assume our customers know and will want to buy from them and that the lowest price is the benchmark that all other prices are measured by.

Back to the bird feeder. I purchased a biird feeder for $150.00. Now before you offer me your swamp land in Florida, let me explain why I did and why I am very happy with my purchase. You see, I like birds but I don't like squirrels. Squirrels don't sing, they eat a lot and they are basically rats with fluffy tails. I tried a lot to get rid of them but nothing was effective. Like your customers, I was searching for a solution to a problem.

One day I saw a bird feeder with a motorized perch. When a squirrel touches the perch, a motor starts and whips the squirrel off the feeder. It's entertaining and safe, but best of all, it got rid of my pesky squirrels. Now, this feeder cost $150.00...that's 15 times what usual feeders cost. Worse yet, I already had a perfectly good feeder that I would have to throw away. It took me about 5 seconds to make up my mind and make the purchase.

This example shows that you, me and your customers buy solutions not price. If the problem is bad enough and the solutions is good enough, price is not an issue. We all need to concentrate on finding the problems our customers want to solve and presenting a great solution.

There are a lot of skills in doing this. The words we use are important, timing is essential and so is finding out exactly what our customers want solved. Skills in overcoming price and in presenting value and solutions are worth developing and refining as they will pay dividends for your entire career.

This sales training article discusses how to deal with price objections and customer will pay any amount if there is a value and a solution. It teaches how to sell for more and technqiues required to close more and overcome price objections. For more information on our DVD visit http://www.pricedoesntmatter.com/ or visit our main site at http://www.salesandmanagementsolutions.com/

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