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Seminars

SALES PEOPLE WILL LEARN

  • Why many customers buy because the price is high
  • How to face down competitor's price cut
  • Things sales people can't do and expect to sell at a high price
  • How to avoid leaving $$$ on the table
  • What customers need (and want) which is
    not a low price
  • Major tricks customers use to get the sales person to cut his/her own price

And much more!

Any idiot can give stuff away by cutting the other guy's price.  Selling occurs when your prices are higher, but you are still able to close the deal.  If you want to give stuff away, get a job at the Welfare Department; if you want to learn how to sell at a high price, come to this seminar.  It's about making money by selling.

This program has been developed by Dr. Lawrence L. Steinmetz to teach attendees the tactics used by top sales reps who make big bucks for themselves and their companies.  Companies can't afford to pay big bucks to sales personnel who give products and services away. The companies and the sales people who earn big profits and commissions know something that discounters and price-cutters don't - earnings come from margins and margins come from selling at prices that are higher than most competitor's prices.

This program is specifically designed to teach the tactics and strategies used by sales people and organizations that are exceptionally successful at selling large volumes of products at competitively high prices.  If you have suspected your prices are too low or that you have been leaving money on the table, you'll be cured of those problems by this seminar.  If you feel your company's prices are too high to be competitive, you'll discover why they aren't and how to overcome buyer's resistance.

WHO SHOULD ATTEND?

This seminar presents information and techniques you can use, in a no-nonsense manner. This seminar is particularly relevant to anybody who is directly involved in selling and/or anybody who is involved in pricing, marketing or advertising products and services to be sold at prices that are higher than their competitor's prices.  Presidents and owners of companies attend this program as well as sales people, marketing people, advertising personnel, pricing strategists and estimators.  Whether you are involved "hands-on" in selling or are in an executive, administrative or managerial position involved in selling products and services at a high price, this seminar is for you.
PROGRAM CONTENT
LESSON #1:
  • If price were the only reason anybody bought anything, we wouldn't need sales people.
  • 16 things that buyers need (hint: low price is not one of them).
  • 21 things that customers would like - only one of which is low price.
LESSON #2:
  • If price were the only reason anybody bought anything, only one vendor would have all the sales.
  • How successful sales reps even sell commodity items at prices higher than their competitors'.
  • 9 examples of everyday items that customers buy regularly at prices far higher than they need to pay.
LESSON #3:
  • If your competitors actually "set" your price, surely your competitor would raise your price!!!
  • Most pressure to cut prices comes from inside the sales rep's head.
  • 9 major tricks used by customers and buyers to get sales reps to cut their own price.
LESSON #4:
  • Your selling price is a function of your ability to sell, not your competitor's price.
  • 15 sales techniques to use with price buyers.
  • How to avoid leaving dollars on the table.
  • How to "slam dunk" sales.
LESSON #5:
  • Many customers buy because the price is high.
  • How to know when your higher price is actually to your advantage.
  • Why you won't "lose all your sales" when you raise your price - four real life examples.
  • Why it is possible (and often happens) that if you raise price, you may actually sell more.
LESSON #6:
  • You cut your price - and your customer only urges you on.
  • 8 considerations when faced by a competitor's price cut.
  • The 4 step "Situation/Solution" method to reacting to competitive price cuts.
LESSON #7:
  • There is no magic act to selling at higher prices than your competitors - but there are some things you can't do and expect to sell at a high price.
  • 10 things your customer will use to beat you up with - and how to avoid these efforts to get you to cut your own price.
LESSON #8:
  • You won't get an order if you don't ask for it.
  • 15 ways to close a sale when faced by price resistance.
  • How to avoid "giving away the farm."

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