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How to Sell Your Product or Service - Presenting Pricing or Proposals (Part 10 of 11)

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How to Sell Your Product or Service Sales Training Course. In this course, sales trainer and sales motivation expert Victor Antonio introduces you to a process to learn How to Sell. For more info go to http://www.VictorAntonio.com In this video, Victor walks through the process of how to sell more products or services using the right pricing proposals ---Get more Sales Training and Motivation Tips on Selling with Victor Antonio at http://www.SellingerGroup.com Bio: Sales Motivation speaker, trainer and author Victor Antonio is proof that the American dream of success is alive and well. A poor upbringing from one of the roughest areas of Chicago didn't stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming CEO of a multimillion dollar high-tech company. Prior to being CEO he was President of Global Sales and Marketing for a $420M company. He was tasked with building a global sales force, establishing contract agreements, developing financial pricing models and in charge of developing the corporate brand and marketing the company's services for worldwide acceptance. Before that he was Vice President of International Sales in a Fortune 500 $3B corporation at the time. Within a two and half year time period he grew their business from $14M to $98M in annual revenue. During that time period his sales totals were $162M and was selected from over 500 sales managers to join the President's Advisory Council for excellence in sales and management. International: His success in sales and management also helped him establish channels internationally. He has conducted business in Europe, Asia, Saudi Arabia, Australia, Latin America, Middle East, United Arab Emirates and South Africa. How to Sell Your Product or Service online Sales Training Course.
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Текстовые комментарии (48)
fizzle Lor (1 месяц назад)
kool tactics in the field this dude hypes me up on steroids with your blade sharpened and practice their is nothing you cant achieve. I am look at some of your vids about negotiating in a business setting with decision makers.
Andres Valdes (5 месяцев назад)
Wow- This was the best one...
Andres Valdes (5 месяцев назад)
What I learned:Presenting Pricing or Proposals: Dont be uncomfortable presenting price. If your product bring value there's no reason to hold back. Are you fair market price or premium? You need to know this in order to prepare for your presentation and so you can explain why you position your product/price. I believe in premium pricing. If you find the right customers you can charge premium pricing. Options: If you present 3 options customers normlly take the one in the middle. When 3 are presented, put the one you want the customer to take in the middle. If you present two options customer will take the least expensive. In terms of making payment, know what the payment options are. Exercise: Think about your pricing options. Put a number (premium, fair market, and a little lower). If they choose the cheapest explain what they will not get. Offer payment options that show there's more than one way to pay. Incorporate this into your presentation.
FM Events (6 месяцев назад)
man a puting my sells on the middle thanks
Faik Kasawuli (1 год назад)
Victor Antonio, you are the best!!!
Martin Lazarov (1 год назад)
Excelent videos. I like how you simplify concepts.
Victor Antonio (1 год назад)
Thank you Martin!!! VA
Mohammed Abdul Majeed (1 год назад)
It is great information
Victor Antonio (1 год назад)
Thank you :-) VA
Patrick Dunne (1 год назад)
Sweet vid brudda, if any of you guys need a cool proposal to chuck all this info from victor, check out this one that i created cheers. https://qwilr.com/templates/product-proposal-template/
Patrick Dunne (1 год назад)
Victor Antonio hahhahaha i hope you enjoy it :)
Victor Antonio (1 год назад)
Patrick, I almost deleted this but decided to look at it; looks interesting. VA
Salim Ait Bouziaren (1 год назад)
Victor, do you think i can use your selling models in the cigarette market?
Victor Antonio (1 год назад)
If you're talking about selling to companies who would buy your cigarettes I would say yes. I've worked with cigar companies who have used a sales process. VA
Prasanna Bhattarai (1 год назад)
Very helpful video!! Can you highlight about those 3 options of McDonald or Starbucks which you talked about while giving the presentation??
Victor Antonio (1 год назад)
McDonald and Starbucks are perfect examples of how to use the 3 option method. They know if they offer two, people will gravitate towards the cheapest one and their margins would suffer.
Narek Aghekyan (2 года назад)
Victor, do you think the 3 options strategy will work for training services and education as well? Or you should always provide the best option you can come up with for education?
Narek Aghekyan (2 года назад)
+Victor Antonio (Author- Speaker) Thank you very much for the reply.
Victor Antonio (2 года назад)
+Narek Aghekyan It depends...I like the 3 options. OR, you can start with "3" and through questions with the client, narrow it down to one.
Yasir Khan (2 года назад)
how can this topic work if I am selling my self in a job interview... How can should I tell whether I want a fair market salary or premium salary :)
Victor Antonio (2 года назад)
+Yasir Khan First, prove to them you're a fit for the position. Then, inquire about salary; you have a right to ask...so ask. VA
Moataz Nassar (2 года назад)
Doing such a great Steps ! Its seem like A secret scripts to Win the deal ! I'm making a research about what you doing man
Victor Antonio (2 года назад)
+Moataz Nassar Thank you Moataz! :-) VA
Victor Antonio (3 года назад)
@BenWebmoosh Thank you!
Ben Webmoosh (3 года назад)
Where has this guy been? He's great.
Master Armedforces (3 года назад)
Hi Victor, Love watching & re-watching your videos but I have a pretty specific question. Im getting ready to make a few calls on big box guys and am getting all MY costs down on paper so I can come up with some pricing for them. My question is, When Ive brought my goods in through customs from overseas Ive been charged about a 5.78% fee(taxes, processing, harbor fee...), so do I need to add that to my costs to pass along to the retailer or will that be a "wash" when I do a final invoice for them and include the normal 7% Florida state sales tax? thanks!
Master Armedforces (3 года назад)
+Victor Antonio Thanks !
Victor Antonio (3 года назад)
I'm not an accountant, so here is my guess.  Usually you the seller would pay FOB port pricing to get it to the ship.  At that point the buyer would pay all fees associated with bringing it into the country.  In your case, your FOB is stateside so I would include the pricing in my cost analysis.  Again, I would find an accountant who specializes in import/export for a better answer. There may be tax advantages that you may not be considering.
Fabio (3 года назад)
Thanks Victor, it is a very good video and your energy is so positive that makes sales so smooth! Do you have any video on how to prepare sales jobs interviews? thanks Fabio
Fabio (3 года назад)
Well, I am preparing an assessment  centre for a sales interview.  I made by myself some point like:1. research of competitors,2. research of the products from the news, 3. preparing the "sell me a pen" and angry customer situation", 4. match my cv with job description, 5. prepare questions on motivation for the job. These are my points but I would be very happy to see series like you did for the process to sales. thanks Favio 
Victor Antonio (3 года назад)
Fabio, I do not but that's a GREAT idea for a series.  May I ask you to list 3-5 things (or more) you would like to know?
owen mclachlan (3 года назад)
Sorry put the wrong headline on my comment; here is the correct one: How to Sell Your Product or Service - Presenting Pricing or Proposals
Victor Antonio (3 года назад)
Thanks Owen!
owen mclachlan (3 года назад)
A great video on How to Sell Your Product or Service - Developing Options for Clients Here is my review of the video's key points You've presented your options & now the customer is asking “how much” - don’t be uncomfortable presenting price - as soon as you hesitate presenting price the prospects can sense that - if you really believe in your product there is no reason to hold back on price Two General Pricing Models 1 Fair market value price    Your product price is comparable to your competitors for same kind of product 2 Premium price product    Your product or service is so good your charging a premium  Based on what you deliver, value of product, & service  Mindset - you need to know this going in to a presentation; are you Fair market price or are you Premium market price? - it will allow you to position your product more effectively  Example   Fair market price   - You will conclude in your options & pricing how you compare with competitors products or services.   Premium market price   - if you have identified the right prospects in the beginning you will find people willing to pay the premium price   - You charge more than anyone else & you make no excuses for it    - You need to have that mindset before you make your presentation   - As you go through your presentation & demo you are constantly emphasizing to the prospect “here is what we have to offer, & here is what our competitors have to offer but here is what we really offer that is above & beyond what they offer. Which is why Mr. Prospect, why we are typically more expensive than our competitors & let me explain why. “ Understanding what you want to achieve & how you want to sell before you begin your presentation Pricing Options If you present two pricing options prospects will gravitate to the cheapest one - Psychology: they want to mitigate the risk If you present three pricing options prospects will gravitate to the middle one - Psychology: they pick the one in the middle as they want to mitigate the risk - you really want to have 3 options & put your best seller in the middle - if they choose the cheapest option   Highlight what they are not going to get & try & migrate them to middle option Payment Options - always give them different payment options Example - net 30, net 60, net 90    Payment due in 30 days, 60 days, 90 days etc. - how can they make payment    Credit card    PayPal    3 payment options    Etc. - have all this kind of payment information ready for them so that when you lay out the payment options  Say “Mr. Prospect, based on what I have showed you, which of these best fits your budget?” You have now moved into the full close Workshop - get your mindset right   Are you premium price or fair market price - think about your pricing options   How will you formulate those   What will you have in your 3 pricing options
Victor Antonio (3 года назад)
I appreciate your summaries!
Odair B. s (3 года назад)
Very good!  how Do I check invoice? thank you Odair - Brazil
Victor Antonio (3 года назад)
+Odair B. s I don't understand the question.  Can you explain?  Thank you.
Wilson Pimentel (3 года назад)
The way you explain, turns it much easer to understand.
Victor Antonio (3 года назад)
Thank you Wilson!
veganavenue (4 года назад)
Hi Victor, your modules are very interesting. I do not get the thing with the pricing... if there are 2 options £4 / 1 pair of glasses or £6 / 1 pair of glasses, customer chooses £4 but I want them to choose £6, so why not setting £6 and £8? get the idea? why bothering with 3 choices? cheers 
Victor Antonio (4 года назад)
+veganavenue No modules on market research,but here's where I would start: 1) what is the Total Available Market (TAM) or how man "vegans" are there? 2) Next segment the market by narrowing in on "what kind of vegans" would buy your product. 3) Research other "vegan" sites and using tools like ALEXA, figure out how much traffic they're getting.  This is a broad answer but it will give you an idea.
veganavenue (4 года назад)
+Victor Antonio Thank you for reply Victor, any modules about market research? I am going to open an online shop selling organic vegan products and I have to do a market research but I am a bit stuck. I do not know where to start. All I know so far is my potential clients are educated people with some money in their pockets - as the organic vegan products are a bit expensive-. So, any modules about market research? Thank you
Victor Antonio (4 года назад)
Great point...your "combination or package deal" is a great way to move them to get both...I agree.  In a sense, your package deal becomes the 3rd option.  So two things will happen: the client will buy the £6 pair or the package deal for £8.  This is a great strategy for "shifting the client UP" on the purchase.  Psychologically, the client, see the package deal, is now dealing with "buyer's regret".  If he does not chose the package he might regret it.  Again, great strategy!  My example was simply to highlight the buyer's thinking when 2 or 3 options are offered.  Thank you :-)  
fran tardencilla (4 года назад)
wow sr i just do not get tired of watching your videos, you really add value..... 
Victor Antonio (4 года назад)
Thank you Fran!
Stephon Williams (5 лет назад)
Pricing options... Priceless, keep them in the middle. Thanks...
Victor Antonio (5 лет назад)
None in the near future...but let's hope an opportunity will come up.
bradpittyay (5 лет назад)
have you any plans victor to come to the uk

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