The only way that some distributors are able to sell orders is because their prices are lower than the competition and this sad fact is more prevalent than ever before.

Price slashing is the only away that many sales people know how to conduct business! What price peddlers don’t realize is that by being known as always cheaper, they are never able to call on highly profitable accounts.

Price sellers cannot solicit high margin accounts because they lack confidence, suffer from low self-esteem and have limited product knowledge. Some of them are even proud of being CHEAPER and include phrases on their business cards stating they offer the “lowest prices” in town. These individuals are never successful and fizzle out quickly.

Cheaper sellers lack proper sales training and are lazy because they have not taken the time to learn the benefits of products they sell. Superior sales people are trained and know that pricing information is the last talking point in a sale.

There are other benefits to making sales at higher profits than just earning higher margins. Here are a few benefits to selling at higher prices.

HIGHER prices weed out the tire kickers!

HIGHER prices tell prospects that you value your time!

HIGHER prices get you paid faster since customers value your effort!

HIGHER prices give you flexibility!

HIGHER prices make you MORE money!

The practice of HIGHLY profitable selling is appealing, but to make these kinds of sales you must find customers that are willing to pay more. There are potential prospects that never place orders unless they are sold at lower prices. You should distance yourself from cheapies the minute that you learn they don’t care about quality, reliability and service-things that lower prices destroy!

The most effective way to avoid price shoppers is by asking the right questions. Many sales people spend countless hours looking for products and ideas, and then discover that the potential buyer intends to put them out for bids. Smart sales people learn quickly if prospects are looking for additional prices. When they discover the fact, they excuse themselves from the process and move on to another contact that is interested in the more important aspects of commerce.

An issue that comes up from time to time with new customers is the price of products.

Many times when we have left catalogs with first-time customers, they will ask what we are going to charge them when they place an order.

Obviously, we want them to pay what is shown in the catalog, so we have developed a clever reply to this price-oriented question.

We say, and I am not kidding, “What would you like to pay?”

Nine times out of ten, their reply is, “A fair price.” With that response, the door is now open to tell them why we need to get the price shown in the catalog.