The script was tight, focused only on an appointment and a value proposition. It included the five objections you were certain to hear, and those objections never failed to appear during the call. Knowing how to deal with them provided a higher level of confidence.
One assignment I was required to complete was difficult and intimidating. I was required to find a prospect willing to record my sales call with them. As if it wasn’t difficult enough to get a meeting, I also had to sell the fact that I was going to record the interaction. I found a prospect who was willing to allow me to record my sales call, and the call seemed to go well—until I watched it back with my manager and my peers.
I was unfocused, off point, and trying way too hard to make something happen. Some of my poor performance was due to the camera, but the real cause was my lack of preparation and control. It would have taken me a lot longer to correct these things had I not had the pain of reliving the call in front of my peers.There is this thing that you do that causes your prospective client to believe you are a commodity. When you do this, even though you believe you are making selling easier (something that should never be your goal), and even though you believe you are creating value for your prospective client, you are not doing either. What you are doing is commoditizing your company and contributing to the commoditization of your industry.
What you are doing that creates such a negative result south korea telegram data is trying to lower the price your prospective client is paying now.
Reducing the price that a person or company pays for something is not the same thing as lowering their costs. These two outcomes are not at all the same. A lower price moves towards reduced outcomes, as outcomes follow the direction of the investment. This is the reduction of value, not an increase.
A higher price moves towards greater outcomes, as more money is being invested in producing those outcomes. This is why you see two companies in the same industry with gigantic differences in price and produce a net profit (their real profit after they pay for their costs of goods and their operating costs) that is almost exactly the same.
When you suggest that your client can produce the same or better result at a lower price, you are creating the perception that what you sell is a commodity, that there is no differentiation between you and your competitor and that no greater value can be created.
You have made this clear by focusing on reducing the price they are paying instead of creating greater value, which would focus on something else, like lowering costs, improving some area of their business, capturing market share, capitalizing on some opportunity, or dozens and dozens of other worthy outcomes.