How do you know you are positioning yourself right in a sales conversation?
Are you positioning yourself as the “sought-after prize” or a commodity?
Do you feel you need to convince your potential client or customer of the value of the product or service you’re offering?
Do you find yourself in that uncomfortable position of having to twist and contort yourself to find a way “how do I convince just person that I am worth it, and my product and services worth it?”
If you know that your product and service can literally change their life or make an impact on the life and some shape or form then positioning yourself as a commodity is a disservice not only to the client front of you but to you, as a service provider!
So when you find yourself starting to get into that uncomfortable position, turn the tables and you position yourself as the prize. Remember that people don’t care how much money they spend on a prize, they just want it. So you want to make sure that the potential client or customer in front of you recognizes that they also need to convince you that they are worthy of receiving a product and this is how the best closes in the world do it. It’s called prize positioning.
So my challenge to you is this in your next sales conversation is, the moment where you feel like you’re looking to convince the person in front of you that your products and services worth it and that’s something that they need, start to interview them and make sure they are worth receiving the product and services are you are offering.
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