By Greg Winteregg, CEO
I know, it’s odd to hear
When I claim something this drastic I don’t do it without solid proof. I do everything possible to never lead anyone down the wrong path. So when I say that the deal doesn’t matter and that the customer will pay full price if the product or service solves their problem I’ll give you the proof too.
This is my favorite survey result because it totally smashes what we all think about sales and the “deal” that we offer our clients.
Here’s the question:
“In regard to sales experiences you have had and sales people you have dealt with…
-What do you consider or think is infinitely valuable?
Before I give you the results, let’s look at this question. What I wanted to know is what do they consider to be MOST IMPORTANT when buying something. So here it is:
39% said they wanted a ‘nice, friendly’ rep
19% said ‘product knowledge’ was most important
These answers validate exactly what I’ve been saying. They want someone who cares about them and knows what they are talking about so they get their problem solved.
But wait a minute! What about the price?
“They always argue about it being too expensive. They have to have a better deal. They’re all broke and can’t afford it.”
Don’t lose faith in humanity. Yes, ‘good deal’ was on the list of responses.
For SIX people. Yes. Just SIX. Of course, there will always be those who refuse to pay over a penny more than they need to. They will use up thirty dollars of gas and three days of their time driving all over town to get the ‘best deal’ to save five dollars. God bless ‘em; but they are definitely NOT the majority of the population.
They will pay
People are willing to pay a quality price for a quality service as long as they believe the rep cares about them and helps them solve their problem. I’d like to declare the myth busted that ‘It’s always about the price’.
So it’s time for us to get back to basics in this game of selling the customer. And if we put the customer first, selling will no longer have to be a nebulous career that only a chosen few can do. It does take guts and drive no matter how good you are, but it doesn’t have to be a mystery.
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