I am lucky!
In my job I get to meet hundreds and sometimes thousands of sales people every month. Some of them I meet briefly when they attend my seminars and others I get to know quite well when they attend any of the training courses I am involved in. If there is one complaint that I hear more than any other from salespeople it is the “price” complaint.
“We live in a price driven market"
“Price is the only criteria”
“The only way we can compete is to drop our price”
“I couldn’t make the sale because the others were cheaper.” or “How do “they” expect us to sell this product at these prices?”
Now I appreciate that salespeople can moan. They are renowned for it, nothing is quite the way they would like it. I have been a salesperson for over 40 years, I know what I am talking about!
There are two basic economic truths that will never appear in any economic text book.
1. The weather is never quite right for the farmers.
2. The economic climate is never quite right for the salesman.
Salesmen are always hoping to have the best product to sell at the cheapest price (with the highest commission of course).
But in this case they are wrong. Price is not the main issue as far as the customer is concerned, it never is!
“We don’t live in a price driven market, we live in a quality driven market.”
“Price is never the only criteria that matters.”
“Sometimes you can become more competitive by increasing your price.”
Okay, I know some of you are shaking your heads right now. You know that price is the only thing that matters because that buyer told you so yesterday.
Well..... I would like you to hold back on making up your mind just yet. Complete this course and just maybe you will see a different perspective. And just maybe you will be better able to sell your quality products at that premium price that we are all going for.
Richard Mulvey is one of South Africa's leading Speakers and over the last 23 years has inspired more than 200 000 business people throughout three continents. Richard was recently inducted into the South African Speaker Hall of Fame, and his 23 years in the industry speaking to audiences all over the world gives him the experience, and you the confidence to book him for your next sales convention or conference.
Richard's corporate life includes a rise in the ranks through sales to regional general manager at the age of 28 before setting up on his own. After spending a couple of years travelling the world Richard was enticed back to corporate life in 1989 and invited to come to South Africa in a sales director's role for an international company in a service industry.
In addition to a successful corporate career Richard has travelled overland across Africa in an old VW Kombi, worked for the Queen at Buckingham Palace, and successfully written and marketed a restaurant accounting software package called Trade Inn.
Richard is the author of 24 Motivational and Business Books, and 25 Training DVDs, 21 Training CDs and 18 e-books. He is a Past President of the Professional Speakers Association of Southern Africa (2008-9 & 2016-17) and a member of the Global Speakers Federation. In 2016 Richard Mulvey was inducted into the Speaker Hall of Fame, an honour only held by 11 South Africans. His style is as entertaining as it is informative and his provocative opinion will fire your enthusiasm leaving you with a desire to hear more and eager to get out there and do it!
"I have seen many speakers and Richard Mulvey is up there among the best in the world. He knows his topic and gives a commanding message in a compassionate way. I recommend him to anyone who wants a great speaker to make their event an outstanding success." Lindsay Adams CSP Past President of the Global Speakers Federation
StartLecture 1 - Quality Vs. Price (5:17)
StartLecture 2 - Everybody is in Quality (8:52)
Startlecture 3 - Quality is in the little things (4:51)
StartLecture 4 - Quality is in the Guarantee (4:17)
StartLecture 5 - It is easier to sell the higher priced product (6:54)
StartLecture 6 - The Circle of Satisfaction (4:58)
StartLecture 7 - Buyers - It's too expensive (6:04)
StartLecture 8 - Demonstrate Value (5:27)