Tuesday, August 12, 2014
Thursday, August 7, 2014
Many jobseekers feel this way. You’ve prepared your resume, seen jobs of interest, fired off an application and wait with bated breath for the response, only to fail.
In many of these cases jobseekers are making the same mistakes over and over with each application. After missing out repeatedly, it’s time to stand back and analyse your approach, the materials you are using and what you are aiming for, BUT from the perspective of the employer, not yourself. This will help enormously to stop making the same mistakes and to start moving forward.
It can never be said frequently enough – if you are applying for jobs where you meet all the essential criteria and you are continually missing out on gaining an interview, then the answer to your problem will undoubtedly lie in your resume.
Similarly, if you make it to interview and consistently miss out on job offers, then the answer could be in your interview technique.
Albert Einstein said it well when he stated that the definition of insanity was doing the same thing over and over again and expecting different results.
Don’t get caught in the cycle of sending the same resume that you haven’t had any success with – fix it.
Don’t continue to miss out on offers after interviews – find out what you can improve.
There is no such thing as the perfect job search or the perfect job seeker. Sure, some execute a job search better than others but they weren’t born with this skill – they researched, learnt how to do things, refined their techniques and amended their approach until they hit on the right formula for them. You can do the same.
So if you are in a job search and the scenarios above resonate with you, then I challenge you to take a step back and cast a critical eye on your materials and techniques.
What can you do to improve,
to reignite your search,
to start making headway?
© Michelle Lopez, Owner/Career Consultant
Thursday, June 12, 2014
Thursday, January 16, 2014
Overcoming the Four Top Pricing Objections in a Complex Sale
By Mike & JoeThe most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount.
Essentially, there are four reasons why prospects voice price objections. Let take a look at all four of them one by one, as each requires a different response.
1. The Prospect Is Placing Insufficient Value On Your Product.In this case, your prospect has failed to understand the full value that your solution holds for their organization, or more likely, you have failed to adequately communicate this value. It’s time to go over each of your solution’s value points again. Point out each and every single way that this solution will save money or generate profit for their company, especially in the short term. Sometimes, the person who you are bargaining with might not have been present when you went over this information the first time. If this is the case, it is your job to fill them in until they understand.
2. Your Prospect Is Making an Inaccurate Comparison.In some cases, your client may have a false idea regarding the value of your solution because they are mentally comparing it to a similar solution, which nevertheless has a very different value. For example, you might have sold them a particular software package in the last quarter for $3000, but you are attempting to sell them a different software package this quarter for $7000. By the mere fact that both products are software packages, the client may feel that the second price is too high, even though the practical applications of the two are very different and the second one delivers a much higher value. If this is the case, you need to tell the prospect carefully why the second product is in fact worth far more than the first. Again, you should be explicit regarding how much money this product is likely to save or generate for them in the near future.
3. A Competitor Is Offering a Lower Price.Usually, if a competitor is offering a lower price, this is because their solution does not actually do everything that yours does. In this case, you need to simply make sure that you are familiar with your competitor’s solution to the point that you can explain to your prospect exactly what makes your solution worth more to them. Make it clear which money generating or money saving features your product / service has that your competitor’s does not.
4. They’re Just Trying To Cut a Bargain.This is by far the most common of the four. In this case, your client is fully aware of the value of your solution but is trying to bring the price down anyway just to cut costs. The best strategy for this kind of objection is to refuse at least three times before granting a discount. Then, when you do grant the discount, require that the prospect give you something back in return; perhaps a higher volume sale or an earlier closing date. You should never give away something for nothing.
The key to being successful in this process, is identifying which of these four types of objections you are dealing with, and the easiest way to find this out is to simply ask your customer. If they are reluctant at first, stay persistent until you receive an answer. If they still refuse to tell you why they think your price is too high, you are probably dealing with objection #4, in which case you can proceed as we’ve suggested.
What other objections have you seen? Leave a comment below.This post was inspired by the SalesRoundup Podcast episode titled “Overcoming The Sales Price Objections!”
Mike & Joe