Sometimes, the genius of selling anything is breaking it down to the simplest concept. I was having a conversation with a prospect when they asked me how much my automated selling system cost. If you are in sales, you know this is a buying signal. It is also a critical point in the sales process. The goal at this point, is to keep them interested. Keep them talkking. You want to learn as much as you can about them, their situation and how your services can help them. You want to build a strong case for your services. We dont want to scare the prospect away with a price point that hasnt been validated as a solution to a challenging problem they have.

I already asked enough questions to estimate they are a good prospect. I just needed more information to build a case for my selling solution. I briefly explained how my automated selling system would increase sales. They fit my typical profile and appeared very interested. They also wanted to know how much it cost. My answer was simple. I said, You can enjoy this automated selling system for less than a cup of coffee a day. I then asked my next probing question about their current sales program. It was too early to get into the value topic.

If you enjoy the dark brew, you know that a cup of coffee ranges all over the place. You also know that it depends upon where, what blend and what size cup you order. That cup of coffee could range from $2.50 to $5.50 or more. What is important is to satisfy the initial curiosity of the prospect. Because they can relate to the coffee example, it usually fits a perceived low budget, everyday purchase. More importantly, they remain interested.

How to Lose a Sale Blurt Your Price Too Early

I believe, if I had blurted out the estimated cost of my selling system, in real dollars, they would have made a quick value judgment that my services and system are too high. If I cant develop a case for the advantages my selling system provides, I cant sell my system to anyone. I need information from my prospects to share the clear facts about my system. When a prospect understands they can accomplish 10 times more than they are now and be in more selling opportunities, they become very interested. If you sell a value added service, you know what Im talking about.

Incidentally, a prospect can finance my business development services, which automates the selling process, works with ACT or Outlook, for one to five cups of coffee a day. This is a value investment my clients are very happy to make. They are happy because of the advantage they get over their competition. However, they only understand the value of my services when I am able to show them how it will impact them. I can only gain a clear understanding of their situation, if I ask good questions and discover their pain in selling. It all comes down to value.

When you are confronted with the question of, how much is your system, break it down to a simple factor they can relate to. You wont scare them off and you will have a better opportunity to build a case for a wise investment in your services. It works for me, it can work for you.

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."