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Selling Value NOT Price...

9/1/2014

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It never ceases to amaze me how many times I hear sales people say they have to be the lowest price in order to win the deal.  When I hear this I cringe, as deep down I know they haven’t sold the value of their product and didn’t present a distinct differentiation from the competition.   

It’s not always price people… when you’ve clearly conveyed value propositions and have client buy-in you can oftentimes charge more… a lot more!

Here’s An Example… and there are many

Recently I was brought in to evaluate and turnaround sales for a company that provides design and printing solutions for all sizes and types of companies. 

I found that while the Company had high quality products that should demand higher than average prices, they were loosing to the competition primarily based on price. 

What I found was their sales team was simply gathering customer requirements and forwarding a pricing quotation via email… going through the motions so to speak.

I recommended modifying the sales process to stress the value of their offering rather than price. 

Now for the change to their sales process…

I simply had their graphics team mock-up photos of the prospective clients facility reflecting the proposed solution.  Why? I wanted prospects to visualize the proposed solution installed at their facility and see the value it would bring. 

When completed the sales team would email a copy to the Artwork Proposal to the prospect, pricing was not included.  Pricing was always reviewed during face-to-face meetings. We also changed language the sales team would use when speaking with the prospect… you guessed it; value points of their solution were stressed.

By simply showing and discussing value before discussing price, sales wins rose 65% and better yet deals were oftentimes priced 2 to 3 times greater than the competition!

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Zero to $200,000 In One Month -  A Case Study

11/19/2012

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Ok, what attracted me to ProductCamp SoCal was a topic form a presenter named John Chow.  If you haven’t heard of John, I’d suggest you check him out.

John Chow dot Com is one of the largest blogs on the Internet, with over 200,000 active daily readers and followers.  John Chow dot Com is ranked number 16 on the AdAge Power 150 list and number 1 in the list of the Top 50 Canadian Internet Marketing Blogs. 

What drew my attention to John was the title of his ProductCamp presentation… “Zero to $200,000 In One Month – How To Launch Your Own Info Product”.  Catchy title and I was skeptical.

I wasn’t interested in launching my own info product, but was interested in how John turned blogging into a money making machine.

ProductCamp follows a participant-drive “un-conference” format.  Session topics and presenters are not determined until attendees vote.  John Chow’s session received 1,124 votes and the next highest session received 182 votes.  So I wasn’t the only one interested in what John had to say.

Here’s a link to John Chow’s ProductCamp presentation.  The video is a real-life case study on how he created an information product in 28 days, marketed it online, and made $200,000 of sales in the first month.  All done with a budget of less that $1,000.

I recommend you grab a drink, pull up a chair, and note pad.  You will walk away energized and will have gained insight on how to improve marketing with a blog.

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    Author

    Bill Kliss has been teaching his perfected technique  of opening doors to reach decision makers for 30-years.  His cutting edge approach has increased sales wins for virtually all types of products and services.  

    In addition, Bill also hosts the Opening Doors Radio & Video Show Series. This is  where Bill provides insight into opening doors to the C-suite by discussing proven selling techniques, and what some businesses are doing to accelerate business growth in today's economy.

    Bill's also a dad who loves the blues and anything at or in the ocean.

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