Setting The Perfect Price In Your Sales Pitch

By Kim Jensen

Closing that sales pitch is never easy. It today’s economic climate everyone is desperate to cling on to their money so getting them to part with it can be tricky to say the least. In the world of sales you’re not just convincing one person to give you money you’ve usually got an entire board room of people that need to give the go ahead.

Price Standpoint

One of the most important areas for you and the people you’re selling to is going to be the price. Many people will go with the cheapest price just because it’s the cheapest without giving any regard for quality or any other factors. Thanks to the Internet everyone is very price aware, they know where they can go for a cheaper quote or a more basic service. If you’re selling a product or service you need to be proud of what you’re selling and the price you’re selling them at.

If you try and hide your price or you’re not happy to be open about what you’re charging, they’ll think you have something to hide. If you’re keeping your prices quiet throughout your presentation, whoever you’re selling to will be constantly wondering what you’re charging rather than concentrating on your presentation. Be open and honest about your prices from the beginning and emphasize the value they’re getting for this money.

Selling Value

One of the most common objections a sales person is likely to hear is that the price is too high. In this instance you need to make sure you’re asking the right questions. You need to find out exactly why they think it’s too expensive. Maybe they spoke to someone last week who could offer what you’re offering but for a cheaper price. In this case you need to look at what exactly they’ve already been offered, maybe your product or service has something the other person couldn’t offer and this would justify the slightly higher price.

For example if you sell fixed assets software explain it comes with a built in report function — can the cheaper quote offer that too? If they had no interest in your products or service they wouldn’t have sat through your presentation. If they are just after the cheapest price for the sake of being cheap they are not going to be easy customers to work with. By asking the right questions you will still be able to get the sale but you won’t have to sacrifice all your profit margins.

Right Questions

If they are going to insist on a discount you again need to start asking the right questions. We’ve already talked about being proud of your prices so by offering that discount you’re chipping away at that pride. Find out if they genuinely believe your product or service isn’t worth what you’re asking then you can find out what they would expect to be included for the price.

If you are going to offer a discount don’t make it an incentive otherwise you’re giving them more power. If they are willing to offer something in return like signing a longer contract this might be worth a discount.

Author Information

Kim Jensen works for Real Asset Management, a company who specializes in tracking software.

7 Ways to Distinguish Yourself From the Crowd in a Recession

By James Adams

Recessions bring danger and opportunity to your career, so it’s important that you rise to the challenge and distinguish yourself from the crowd so you can prosper. Perhaps the most danger lies in the sense of job security where you think that your experience and tenure means that you will survive the bad economy.

As hundreds of coworkers and unemployed workers compete for your job, many of them have more qualifications than you and show willingness to work for less money, so staying competitive in the workplace is more important to you now than ever before.

Here are 7 ways to distinguish yourself from the crowd in a recession:

1. Keep your resume updated: Do not make the assumption that you will have a job tomorrow. Dust off that resume or start making a new one now. Make sure it includes all your latest accomplishments and offers reasons that demonstrate why you are a valuable asset who can boost an employer’s bottom line.

2. Have a good attitude: A recession can mean that people from all walks of life have trouble maintaining their lifestyle, causing a doom and gloom environment at the office. Distinguish yourself by remaining upbeat. Bring a ray of sunshine with you everywhere you go and you will get the attention of supervisors, managers, and executives as a person they need to help the company through difficult times.

3. Get beyond the paper and market yourself: Insiders have already picked over jobs advertised in newspapers and on online job boards, so relying on those sources leave you at a disadvantage. Competitive job markets mean that you must find ways to get to the people with real hiring authority. Market yourself as a product essential to success. Employers need people like you who can make a direct impact on their bottom line. Bypass traditional job ads and contact decision makers directly. Online sources such as ZapData can provide names and mailing addresses you can use as you market yourself.

4. Use social networking to connect with opportunities: Take the time to build your social network on Facebook and Twitter. By making connections now, you will have access to more referrals when you need them. This type of strategy can take time to implement, so get started on it now.

5. Make yourself stand out: While at work, you need to get out of the shadows and into the limelight. Let your company see you as a problem solver, a self-motivated creativity engine willing to take the lead on new projects. Don’t make it all about yourself either: praise others, ask questions, and let it be known that you are a team player who is vital to the success of your company.

6. Improve your productivity: Working long hours may contribute to the perception of your value, but you probably will stand out to your employer by producing more in less time. Efficient workers produce the most and will likely survive layoffs more than those who stay content with the status quo. Look for ways to do your job better and faster and you will remain while others are gone.

7. Develop your skills: Difficult economic times represent good opportunities to go back to school. You can learn new, recession-proof skills or you can develop your existing skills that increase your value to a new or existing employer.

By following these 7 ways to distinguish yourself from the crowd in a recession can make the difference between prosperity and the unemployment line. Get started making your own opportunities now so you can excel during troubling times.

Author Information

James Adams is a full time analyst and writer at a leading UK based ink cartridges specialist where he spends his time writing reviews of new hardware like the HP 350XL.

Photo Credit: Harrison Keely