Sales Training America Seminars:

Sales Training America is a world class sales training and custom development training company specializing in sales training and sales skill development of our client's sales force. At Sales Training America we help our clients improve their sales profitability through the development of their sales management and sales efforts through SalesForce.com implementation. Sales Training America offers both public (open enrollment) sales training seminars well as the development of customized sales systems and sales seminars for Fortune 1000 companies across United States and Canada.

Are you one of the many corporations now focusing on core sales activities while implementing SalesForce.com while outsourcing non-core functions in response to intense competition?

If you are, Sales Training America can help there too. If you simply want to outsource some of your sales or sales management training or if you want to redefine yourself completely to survive mergers, acquisitions, leveraged buyouts, downsizing, or corporate restructuring we can help you.

For free, no obligation information on how we can help you with your sales training needs please contact us today.

Sales Training Tips:

Sales Seminars to Help the Customer Calculate Best Value

Ask any twelve buyers to define 'Best Value' and you will likely hear a dozen muddy descriptions. In today's performance metrics, numbers driven environment, we need to speak the buyer's language. The successful seller specifies 'Best Value' by expressing it in quantifiable terms favorable to its sales strategy.

The purchasing definition of Best Value' is the lowest Total Cost of Ownership (TCO). Simply stated, TCO is the sum of its four elements of Cost: Quality, Service, Delivery and Price (QSDP). Isolating and measuring each element of Cost gives the seller a whole new slate of options, and, helps the buyer to attain what it wants.

Put values on all the elements of Cost, not just Price

Align your sales negotiation with the elements of costs that the buyer values.

For a few examples, as a general rule, Delivery is more important to the Just-in-Time buyer than is Service, Quality is more important than Price in the medical industry, and Service matters more than Delivery to a high tech customer. These considerations are important in sales with different types of customers.

Buyers reside in a cost-centered world. Purchasing magazine notes that 69% of purchasing departments have a system (formal or informal) for rating supplier performance, and Price is rated highest by only 12%! Even the most unsophisticated buyer has seen the illusion of low price explode into disaster. So, how do we bring buyer and seller into TCO harmony?

Express your sales presentation in terms of Costs

Do not confuse Price with Cost. Each of Quality, Service and Delivery have a far more significant impact on the TCO than does Price.

By the numbers, a $500 unit that lasts one year costs more than a $750 alternative that lasts for two years. The $1000 price for two years (2 @ $500) of inferior quality costs a premium 33% over the higher priced ($750 for 2 years) unit!

Sell your (Cost) strengths

Rank the Buyer's Cost concerns by asking strategic sales questions designed to expose the underlying cost motivations. Do not ask, for instance, "Of Quality, Service, Delivery, and Price, which is most important to you?" The buyer will simply roar back, "They are all equally important."

Instead, approach this from a consultative viewpoint by asking qualitative and quantitative sales questions, and explore values with questions such as these:

Quality "What sort of quality measurements is acceptable?" If the buyer answers, "We are a zero defects company", then we know to stress quality. If the reply is "What is the discount for off-spec goods?" then we know that Price matters more.

Service "Is the incumbent's service acceptable?" If she answers, "With our workforce, we do not need or want to pay for service", then we know that Service is a lower priority than Price.

Source: Robert Menard link

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