Selling Multiple Price Points Made Easy
Learning how to sell with multiple price points starts by having a product you know, like the back of your hand. That includes knowing the right questions you can ask during your sales conversations. To key in on things that can help the conversation run smoothly, and so you can close more deals. These sales tips will work for in-person selling, selling on zoom or video chat and for sales calls.
Asking the prospect the right questions that help them to self identify is also part of the process.
Start High, go low is one of the strategies that we discuss in this FlowChat sales training for How To Sell With Multiple Price Points.
FlowChat Sales Tip: There Are 2 Kinds Of Sales Conversation Methods We Will Share In This Post… Both can be applied to selling multiple price points of a package, product or service to your sales prospects.
- Triplicate Of Choice
- Identify and Recommend
2 Ways To Sell With Multiple Price Points
When utilizing the “Triplicate Of Choice” method start high and go through each of the three options from highest priced to your lowest. Or from Best, to Better, to Good. Leveraging the Good, Better, Best model you can leave price out of the conversation. Focus more on needs, desires, wants, likes, dislikes, what makes it a YES for them during a discovery session…
- What has worked for them in the past?
- What have they tried or had that maybe didn’t work so well? Why?
- What makes this the right decision a.k.a. package, product, service or purchase?
All of these conversation talking points opens them up to letting you know more which of the multiple price points or packages your sales prospect leans more in the direction of. Allowing you to begin “identifying and recommendation” match-ups throughout your sales process.
Often the deeper in conversation and the more you listen (and ask the correct questions) the easier it will be for you as the salesperson to identify their: needs, concerns, wants and desires. And, that’s how you’ll be able to recap those concerns to indicate that you did hear their request, and you are in-fact listening.
Going Deeper In Sales Conversations: 3 Secrets To Sell With Multiple Price Points
You are also showing them that you are attentive to their needs and things they have shown, said or pointed out in the sales conversation. In the end your recap of the conversation is led by you the sales professional.
Now you can begin to pair your product solutions to their: needs, concerns and desires. To see if they are a fit for one of the solutions you can offer. One-by-one you’re recapping one point they made and matching your solution to it. If that is a YES, great, then move on to the next point.
Then if at any time the solution is not a yes, “you can address it by asking, WHY?” – Brad Lea
If it is a big elephant you can perhaps choose to handle it later. By coming back to that particular objection. Once you have completed your recap (if you were in fact being a good listener), you would have completed each point they had mentioned that needed addressing. Receiving a “Yes” from them at each point of agreement. To proceed in your sales process closing conversation.
FlowChat Sales Training Tip: Your sales process may include some social media messaging. Then a call or appointment, and in some cases more than one conversation to close the deal. Plan your sales process accordingly.
Map it out, execute it over and over again. Examine and adjust it to remove the resistance points that exist in your sales process and/or solve for the ones you cannot control.
Mastering Your Sales Conversation For Selling Multiple Price Points
Having a well practiced, real world experience sales conversation (over-and-over) is the best way to grow your business. The more conversations that you the sales professional or owner founder has with your ideal prospects, the faster you will discover the language of the client. Next, the faster you will begin hearing the same: needs, pains, desires, concerns, objections and struggles. These will stand out since they are being repeated from one prospect to the next over-and-over again.
This is what Eben Pagan calls “learning the language of the client” and discovering “the power phrases” that can be used in your marketing communication to speak to the ideal prospect in their words.
All of these golden ways of closing sales without being a pushy salesperson are PROVEN. We as leaders and founders of the FlowChat team have leveraged these methods for years selling ourselves socially online, social selling inside social media messenger, and social selling offline at live events.
Social Selling in 2023 Will Never Be The Same
These are the same sales techniques that we leverage in all sales. In a phone call setting, a cold call setting, a booked appointment on video chat, in-person sales, inside social media messenger chat… Fact finding and discovery through conversations that are intelligent, likable and enjoyable to be around. Conversations that add value and benefit both parties, but benefit the prospect more.
FlowChat Sales Tip: Recording your sales calls and being able to listen back to them is a hugely important practice. Improve your confidence, how you present, your cadence and timing, when to hold a pregnant pause, what you say, how and when you say it, when to say nothing at all, learn it all by listening to your sales calls.
Doing so as a sales professional is really where you hone in on both the flow of the sales conversation and the language of the client. Making sales conversations much easier and more fruitful. While also showing you what you should and should not say during your future sales conversations. How you should and should not respond. Based on the responses you receive in your present sales meetings.
Closing Deals Becomes Something You’ll Be So Confident About… That’s Guaranteed!
IF SALES IS A NUMBERS GAME… Which it is partly, (it’s more so a people and quality of conversation game) but, if the old adage that “sales is a numbers game” holds true, then I can say for a fact, without any doubt. I can tell you with absolute certainty, that recording all your sales calls and listening back to them is critical to your success as a sales pro.
Keying in on what is said, how it is said, the cadence you use. All of these things will exponentially increase your ability to close more deals during your sales calls. GUARANTEED.
If you’re not doing these things, especially recording your sales conversations and listening back to them later to dial in your sales pitch and how you communicate and listen… IF YOU ARE NOT DOING THESE THINGS you will be far behind the sales professionals that are.
Be a Sales Pro that enjoys the ability to grow.
Learning and knowledge is only powerful when you put it into practice and action. The same holds true for selling into multiple price points leveraging the sales training techniques that we’ve just shared with you.
These sales tips for sales professionals, (particularly the ones listed in this very sales blog post) are some of the most powerful. Together this is a culmination of studying and doing sales for a decade or more. With insights shared from 3 experts on our team who have a combined 30 years of experience in sales.
Coupled with the wisdom and counsel shared from our own personal experience. Plus countless mentors and books we’ve studied from, seminars, videos and more. Truly distilled down to the smoothest possible proven ways to grow your business without being a pushy salesperson.
We like sharing these sales tips with you for a few reasons:
- If it can help you close more deals then it is worth it.
- Someone shared them with us.
- Or, we spent a long time and a lot of hard work figuring them out on our own the hard way and why should you have to go through the same? Refer back to rule #1… Even if no one, or someone, shared it with us, we might as well do our part to pass these things along to you.
- In almost all cases, in sales and in life… Someone did it before you so it can be done.
- Pricing and selling multiple price points is much easier now knowing what you’ve learned in this post.
So, if you want to be a super, mega awesome sales person, join us inside the FlowChat community. 🙂 We’ll see you inside.
