Look em In The Eyes Dummy

When I started in my first true (hey, I was always selling something, this was just an official position) sales position 16 years ago I had a sales manager who taught me a very important lesson; when you state the cost of what you are selling, you better believe in it. If not, you better really pretend to so no one can tell you don't.

He went on to tell a story about how he was buying leads from a vendor. He was excited after he was pitched how good these leads were and how much more his sales force would be selling because of these leads. He was sold and asked how much the cost of each lead was. The lead vendor paused and with a lower, timid voice told my sales manager the cost. My sales manager told us the story of how he wouldn't have thought twice about the cost the sales rep had thrown out to him because of how well he had sold his product and himself. The problem was my sales manager was very intuitive and he realized after asking what the price was, that the sales rep changed his voice and even looked away when he quoted it. Although my manager would have paid the price he was quoted, he knew he had negotation room because of how that answer was handled. He got the leads for half the cost and we all got a good lesson.

That story has stayed with me very strong throughout the years. Not only has it made me look someone straight in the eyes and state convincingly what my rates are (and over the phone), it has allowed me to really pay attention and spot signs in other people when quoting me rates. This allows me to really know if that person believes their price is worth that value and if not, 90% of the time I get it lower (10% of the time it's an employee that can't do anything about the price even though they perceive it to be high).

Another thing I do after I state my rate with confidence is shut up. Don't start to continue to sell your prospect on why it's worth it. That should have been done up front and it makes it seem like you are still grasping. It's their turn to answer with a yes or no.

This will not only make you a better sales person, it should allow you to save money in other parts of your life. Be confident when giving a price, your wallet will thank you for it.

#confidence #price #rate #vendor #negotiate #quote #sales #manager #cost #prospect #tips #customer