B2B Business Development: Overcoming Price Objections

You have likes and dislikes... preferences. But for some reason, the second you put our "sales hat" on, you think that your products and services are no better than the rest of your marketplace.

Do you have deals that you thought, for sure, that they wouldn't close? How about those that you thought they would, but didn't? In this lecture we explore why this happens and how it applies to our ongoing sales efforts.

This lecture one of the most important for the whole course... I break down exactly how a buyer thinks when they are making a decision to buy from you or not.

In order to sell your value, you need to know what it is. You have to do a little bit of homework. But, once it's done, you will be armed and ready to fetch higher prices for your efforts.

You and your company are in a competitive landscape where every player wants to be the one that sticks out. How do you and your competition do this? Well, you need to do a little detailed investigation to figure it out.

Now that you have done your homework, how do you put it to use in your sales process?

Are you the type of person that your prospect wants to open up to? Let's look into this more and learn what makes someone irresistible.

Learn what it means to actually "mirror and match" with your prospect. Secret: It's you that needs to adjust to them.

Do you spend too much time building a personal bond with your prospects? Only to find yourself awkwardly trying to change the subject back to business before you run out of time in your sales conversation??? Here's my advice for that.

Learn the most important ingredient for connecting with another person - and how to use it wisely.

Here are my top business bonding questions - steal them from me!

Your prospect knows how to they are going to decide who to go with. So, how do you get more information out of your prospect than you give them? Stay on the subject!

Build your own list of business bonding questions so that you become a ninja at asking questions. It's your sales playbook.

This is an extra chapter I added because it's sometimes overlooked by my students. What do you say when someone asks you about you???

How to get the prospect to open up and tell you what they really want/need from you and your company.

The anatomy of a question. You will learn how to construct great questions. Why? So you can get great answers from your prospects which will help you close the sale at a higher price!

Here's a trick I use to get more information out of a prospect. It stops them from sitting on the fence and being wishy-washy.

Another trick you can use to get the prospect to share more with you... get them to feel like you need their help.

It can happen, you get stuck somewhere in the conversation with a prospect. They stonewall you, they get distracted, they get defensive... no problem.

What to do when you get into a little trouble when your prospect wants to discuss something that you'd prefer not to.

Like the title suggests, you need a safe and strong way to bring up negative aspects of your competition - without making it obvious or malicious.

Are you ready to give the prospect a quote? If you've done your work correctly, this should be a very easy step.

Like a "trial close", this is a "trial budget" move. Wouldn't it be great to know (beforehand) what the price should be on the quote?

Do you ever have to compete in a bid situation? The type where it's "low bid gets the work"? Here's exactly how to handle the situation.

Thank you for taking the course! I appreciate what you are trying to do and although it might be challenging, YOU CAN DO IT!