{"id":1715,"date":"2013-01-31T15:31:04","date_gmt":"2013-01-31T21:31:04","guid":{"rendered":"http:\/\/etereman.com\/remanu\/?p=1715"},"modified":"2013-01-31T15:31:04","modified_gmt":"2013-01-31T21:31:04","slug":"is-that-the-best-you-can-do","status":"publish","type":"post","link":"https:\/\/etereman.com\/remanu\/2013\/01\/31\/is-that-the-best-you-can-do\/","title":{"rendered":"Is that the Best You Can Do?"},"content":{"rendered":"

“Is that the best you can do?<\/em>” In sales, this question is asked everyday. And when I first started selling, I panicked every time I heard it.
\nMy first thoughts when a customer asked this were \u201cGreat. I don\u2019t have the power to lower the price. How am I going to make this sale?\u201d So, to my boss\u2019 office I\u2019d go. I\u2019d knock, explain the situation, and use my skills to make the best case on my customer\u2019s behalf for why they should have a lower price. He\u2019d chuckle, shoo me out, and tell me to go make the sale.
\nI\u2019d get back to my phone and explain to Mr. Customer that I\u2019d tried, but his price was firm. He\u2019d thank me for trying, promise to give me a shot at the next one, and hang up.
\nClick.
\nThis went on for several weeks. And after about a month, my boss called me into his office, sat me down, looked at the numbers and asked me, “Is that the best <\/em>you<\/strong> can do<\/em>?”
\nNeedless to say, I was getting sick of that question. I decided I needed a good way to answer it and quickly. I grabbed some resource guides, marketing material, and waited to be asked again.
\nOn the next call, my customer said those fateful words after I had quoted him next day delivery and his price. I figured I didn\u2019t have much to lose and grabbed a spec sheet.
\n\u201cSir, let me tell you what that price includes\u2026\u201d<\/em>
\n

\"\u00a9Depositphotos.com\/Dewdrop\"

\u00a9Depositphotos.com\/Dewdrop<\/p><\/div>
\nI\u2019m sure it isn\u2019t a surprise to you that in that case, I made the sale. So what changed? I started selling value<\/strong>. I realized that even if it felt silly reading information to my customer verbatim, they didn\u2019t know how many different things we\u2019d done to our product that our competitors didn\u2019t.
\nSelling value is easy once you\u2019re in the habit. Here are some great ways to start (if you\u2019re new, or a veteran who could use a tune up):
\n– Ask questions.<\/strong> Was a product recently updated? Talk to you technical team about why. Did a teammate land a new account that your company only dreamed of working with a few years ago? Talk to them about what made it happen.
\n– Listen<\/strong>. When you\u2019re talking to your customers, listen to more than what is being said. Sure, they might be asking about price but why are they asking that? Is it because they were ripped off somewhere else in the past?
\n– Study up<\/strong>. If you\u2019re like us, your company probably has advertisements, marketing materials, and videos already in existence. And if you\u2019re like us, your competitors do, too. Check them out for what\u2019s similar, different, and useable.
\nThere are plenty of ways to get in the habit, but these are just a few ideas. The importance is that you find your value and start making sales.<\/p>\n

\n

\"\"<\/em>
\n 
\nLike many of you, Pat Gerbyshak, aka the King of Core & More, is a student of sales and customer service. How do you sell value? Share your ideas with Pat below!<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

“Is that the best you can do?” In sales, this question is asked everyday. And when I first started selling, I panicked every time I heard it. My first thoughts when a customer asked this were \u201cGreat. I don\u2019t have the power to lower the price. How am I going to make this sale?\u201d So, […]<\/p>\n","protected":false},"author":14,"featured_media":2324,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false},"categories":[7],"tags":[14,156],"acf":[],"yoast_head":"\nIs that the Best You Can Do? - REMANU<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/etereman.com\/remanu\/2013\/01\/31\/is-that-the-best-you-can-do\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Is that the Best You Can Do? - REMANU\" \/>\n<meta property=\"og:description\" content=\"“Is that the best you can do?” In sales, this question is asked everyday. And when I first started selling, I panicked every time I heard it. 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