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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 Victor Antonio 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.
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.
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!
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.
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.
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
- 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
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
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
- always give them different payment options
- net 30, net 60, net 90
Payment due in 30 days, 60 days, 90 days etc.
- how can they make payment
3 payment options
- 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
- 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
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
+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.
+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
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 :-)
Community pharmacists are the health professionals most accessible to the public. They supply medicines in accordance with a prescription or, when legally permitted, sell them without a prescription. In addition to ensuring an accurate supply of appropriate products, their professional activities also cover counselling of patients at the time of dispensing of prescription and non-prescription drugs, drug information to health professionals, patients and the general public, and participation in health-promotion programmes. They maintain links with other health professionals in primary health care.