Thought I would share this with everyone, I found this over the weekend while surfing the web:
Don't Nickel & Dime the Client
In executive sales training, the ultimate first goal of your sale should be a WIN for your client. Your client must feel they is getting a great value for his money. Believe it or not, most clients like to deal with someone who is successful and don’t mind paying for this extra service they provide.
Here’s a great example: The company I worked for once bought a copier. They did the usual trial of 3 machines and got 3 proposals. Here they are;
Executive Sales Training Example A:
Company A installed their machine for 3 days. The rep did training and the machine worked well. On the 3rd day he returned with a proposal that reflected a discount if we kept it. His quote was $7800, less a $500 Discount for keeping it there. There was a $200 per month maintenance charge that included toner also. There was also a $75 delivery charge. He basically shot too early. Trying to keep the others out was a battle not worth the fight. Companies usually will not buy the first one just because the rep wants to keep it. He didn’t close for the right reasons, they were his reasons, not ours. We didn’t count him out, but he left the machine there 2 more days and tried to close us twice more.
Executive Sales Training Example B:
Company B installed their machine for 3 days. The rep did training and the machine also worked well. On the 3rd day he returned with a proposal that was similar in price as the first. $6,995. Plus a $200 installation, set up charge. Also a $200 per month maintenance charge that included toner as well. We told him we had one more to look at and we would be in contact with him directly. He also tried to close us and left his machine there for 5 more days. We finally had to unplug it and push it aside to make room for the next one. He finally did send a truck to pick it up.
Executive Sales Training Example C:
Company C installed their machine for 3 days. The rep did training and the machine also worked well. On the 3rd day he returned with a proposal that was very different from the others. His had visited us during our trials and was very attentive to what the competition was doing. When he came to give us the proposal, his delivery people were there picking up the equipment. His proposal was a whopping $9,800. His machine, however, came with a standard one-year warranty that included toner. There was no $200 per month charge during the first year. There was also no installation charge.
He said that they would monitor the meter and after the first year quote us a plan for the second year comparable to our usage. He told us that if we decided with them that he would bring us a new machine instead of trying to leave us his demo one. He thanked us for our time and consideration, stood up, shook our hands and said He appreciated the opportunity to allow him to show his product, and was ready to leave unless there were any questions.
This guy should have been doing his own executive sales training. The boss looked at us and said, “Unless anyone has anything different to add, I think we found our copier, when can we expect our new one? You could tell he had executive sales training.
You see, he new how to close us based on knowing the competitions misguided close attempts. He included the set up charge, the maintenance charge all in the price of the equipment.
What if you went to the dollar hamburger store and ordered a large hamburger?
When you got to the window the drive through attendant asked if you wanted a wrapper, for 2 cents. Maybe a pack of ketchup for a Nickel, or a bag to put it in for 10 more cents, Napkins for 3 cents each, how many?
Wouldn’t you just rather pay $1.25 and have it all included? People don’t want to know they are paying for peripheral items; they just want them. May be you never thought about it but all of those things are added into the cost of a hamburger.
But when you go buy a copier, car, or any big-ticket item the nickel and dimes start flying. Documentation fees, origination fees, delivery fees and so on. Trust me, executive sales training teaches us; don’t charge for the wrapper, just included it in your price.
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