I have stated many times, that there is a large difference between a salesperson and a sales professional. Some of these may require you to not only change the way things are being done but may also require a change in mindset.
If we follow the prevailing thought that everything that there is can be found cheaper somewhere else in the world, then why would anyone need you to sell them a product or service?
One answer is something that I always preach during The Action Suite when we discuss the price objection in that it is never about the price.
Communication starts with someone uttering a single word. Usually, this would cause the other person to respond, again using words. However, as we all know, the words used have a lot of power. Words can hurt, bring joy and inspire. There is no business in this world that exists without the use of words to start it, continue it and yes, even end it.
The words we use in that business can make it successful or not. Which words are you using to make sure that there is a desirable outcome for all involved? After all, ‘words are free, it’s how you use them that may cost you.’
It amazes me in working with some individuals, how they can do all the hard parts of the sales cycle and then drop the ball at the very end; which is the easiest step of all.