Insecurity About Price and Ineffective Messaging Destroy Sales Performance

Mike pulls no punches wrapping up this mini-series covering the
Ugly 8 Common Reasons Sellers Get Relegated to Vendor Status and
Commoditized.


Buckle up as Mike takes on salespeople who are either insecure
about price or too quick to make it about price (Reason
#7). 


The blunt #SalesTruth is that THE JOB of a professional
salesperson is to justify the difference between our premium
pricing and the lower price of a competitor. That. Is. Our.
Job.  Mike confronts sellers who whine that if their price
was lower they would sell more with the reality that if they had
the best price then we probably wouldn’t need them! Companies who
are the low-price leader don’t deploy highly compensated
salespeople, do they?


Mike also reminds sellers that the SALES STORY is your most
critical weapon and when your story (messaging) is boring,
confusing, or self/company/product-focused (Reason #8) and
doesn’t articulate the issues you/your solution address and the
outcomes you achieve for customers, it is almost impossible to be
perceived as a value-creator, advisor, or consultant.


But when your sales story is great, everything changes and
everything about sales becomes easier. 


Due to the overwhelming response to this series, Mike is
hosting a free Q&A session to take your toughest
questions around these common Ugly 8 Reasons sellers get
downgraded in the customer’s eyes and treated like just a vendor
or commodity seller. Register for that Q&A session at
mikeweinberg.com/QandA


This episode was brought to you by the New Sales.
Simplified. Video Coaching Series. If you’re looking to
achieve breakout success in 2022 and create more opportunities
and close more sales than ever before, check out the year-end
special on Mike’s best work to help salespeople Win More New
Sales.