Critical Sales Secrets – How to escape the sales death spiral
November 8, 2015
By Jerry Bellune
How to escape the sales death spiral
Ever thought: “I don’t set my prices. My competitors do.”
That’s a common mistake many business owners make.
And their sales people don’t make it any easier.
They want to sell at the lowest price possible.
Your profit margins mean little to them.
Their sales and commissions are all that seem to matter.
This can kill your margins and drive you out of business.
As you lower prices, guess what competitors do?
They lower theirs more. It’s a price war you can’t win.
The only ones who benefit are the bargain hunters.
These transactional buyers will go for deep discounts.
But they won’t become loyal clients you can count on.
Slashing prices will not build a loyal client base.
Face big box store competition? That’s even worse.
They can sell what you sell for what you pay wholesale.
That’s how Walmart can offer everyday low prices.
Walmart’s suppliers don’t set their prices.
Walmart tells them what they will pay, take it or leave it.
You can negotiate but you’ll never get Walmart discounts.
They buy by the freight car unlike your small orders.
Walmart suppliers make up their margins on you.
Sales coach Scott Channell calls this is a death spiral.
It is where the less skilled and unprepared play.
What must you and your sales people do?
Sell value against the low price bottom dwellers.
Show your clients how lower prices cost them more.
You and your clients get what you pay for.
Lower prices mean unreliable third-rate products.
It means shoddy and unreliable services.
They don’t need to pay exorbitant prices.
But they need to know that quality comes at a price.
If you sell on price, you’re circling the drain.
If you have value to offer, that’s worth premium prices.
Many consumers will pay top prices for top value.
But we must show them it’s in their interests to do it.
Forget those who don’t want to pay for quality.
They are bottom feeders who shop for bargains only.
They aren’t the kinds of clients you want any way.
The bottom feeders will never become loyal clients.
In the next weeks we’ll explore secrets of selling value.
Those of us in sales face growing challenges daily.
Numbers can increase your sales and personal income.
You don’t need to be a math genius.
This eBook will show you how to work the numbers.
They’ll increase your sales beyond your wildest dreams.
It comes with $300 in sales coaching.
It retails for $49. With the coaching, that’s a bargain.
Just go to JerryBellune.com to order.
Next: Quit trying to sell.
Want to share this with a friend? Be my guest.
We only ask that you tell them where it came from.
Invite them to send me their email address.
They can reach me at [email protected]
I’ll email this strategy letter to them each week.
©2015 The Bellune Company, Inc.
Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2015 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]
