BRX Pro Tip: Sales Tip
Stone Payton:Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, what’s the sales tip of the day?
Lee Kantor: The sales tip of the day is to never give an unprompted discount at the first hint of reluctance from your prospect. I see so many times and I hear stories so many times of people, their first move is always to lower the price. That’s just not going to work in today’s world, especially if you’re in professional services.
Lee Kantor: If you’re in a situation where you don’t need lots of clients and you’re looking ultimately for these best fit clients, you got to remember best fit clients are happy to pay you what you’re worth because they are getting so much value from you. So, when they’re getting so much value from you, the price isn’t really the issue.
Lee Kantor: If you’re having to use direct response T.V. sales techniques like offering lower and lower prices, and that’s not all sales pitches to sell, then you’re really not looking for best fit clients. You’re just trying to sell to anybody. And you’re not really, you know, kind of doing the pre-work needed to identify that best fit client. Listen to them and recommend a solution that’s going to help them get the outcome they desire.
