The Shockingly Stupid Reason Price Doesn't Matter in Sales

Tonight I had the luxury of being able to spend some quality time with my father. He is one of the most brilliant and loyal men I know, and I always enjoy being able to pick his brain and gleam little nuggets of wisdom.

Tonight however, the conversation shifted towards myself, my career ambitions, and what I really enjoy doing.

You see, my father and I are polar opposites and there's nothing wrong with that. He prefers the stability of a guaranteed 40 hr work week and was a union man most of his life. In fact, this is were I learned my tenacious work ethic (almost to the point of being labeled a workaholic).

I however, prefer the commission only type role where I am able to make any amount of money that I believe I can make.

Stop for just a second and re-read that sentence above. Always remember that whether you think you can, or think you can't, you're right.

There is nothing worse in my opinion than allowing someone else to decide your self worth. I work my ass off and I'll be damned if I'm going to be paid the same "hourly rate" as the slacker next to me! My time is much to valuable to me!

Time, by the way, is THE MOST VALUABLE ASSET on planet earth. Think about it! The amount each of us gets is different. We don't know how much we're given. We are constantly using it, every second of every day.  You cannot buy more for ANY price. It's the great equalizer of man.

So why then should you allow someone to put a price on your life? Think about it, that's what they are ultimately doing?

It's time to breakfree of your self limiting mindset and realize your full potential. I'm getting way off track however, so we'll leave that for a different article.

The Shocking Yet True Reason That Price Really Doesn't Matter

Although the idea of having a commission only career undoubtedly terrifies my father, he has always been amazingly supportive of my decision early on to take my destiny into my own hands. He believes in me more than myself sometimes, and I'm truly grateful to call him my father.

Tonight as we were chatting about my true passion: Sales Training aka Changing Peoples Freaking Lives By Teaching them an Invaluable Set of Skills, he asked me a very interesting question and one that I could tell right away you uses alot.

He asked me what do I train my salespeople to say when they are asked about price. He's seen it all, as have I. The old school tactics of yesteryear which only piss off your client and fill him with skepticism and doubt in every word you say.

He was pretty surprised with my answer.

I told him "I teach them to tell him or her the price." That's it.

"But doesn't that prevent them from buying when the price is so high?" he asked.

"Maybe for an in-experienced or lazy salesman" I replied.

I could tell by the look on his face that he wanted to understand so I explained further.

You see, price is simply a number. It's a fake barrier that is put in place to try and rationalize or justify a buying decision. 99.9% of human decisions are based on 1 of 2 things. Avoiding dying (thanks caveman) and seeking pleasure. In other words, we make 99% of our decisions based on the fact that we want to feel good, not get hurt. It's just evolutionary fact.

So instead, I do not teach my students how to sell anything. Rather, I teach them how to add as much value to every thing they do, every interaction both in their personal and professional life, and to be extremely grateful for everything they have in this life. You see, by this shift in mindset, does price really matter? You see, a transaction occurs when price is outweighed by value.

I could then tell that he understood what I was talking about. Ah, it's like the greenhouse design you were telling me about that you and you're business partner worked on to utilize 79% of growing space instead of 51%. The one where the other business partner said that it was "too expensive" due to the tables being 20k a piece.

Until you explained how it's actually going to make money the very first year due to the increased crop yields from the additional 28% of utilizable space. So in that case you were able to show how when you build enough value, price ceases to exist.

True sales professionals understand this as the #1 law! It's like the great Zig Ziglar said " You gotta give give give to get get get.

The other magical benefit about understanding what pain points your solutions solves, and what pleasure points it envokes is the ability to almost completely DESTROY the dreaded buyers remorse.

By building value constantly and following up with your customers immediately after they trust you with their purchase (they can buy from anyone you know so take it seriously or get the hell outta sales because there are true professionals and your ruining it) you are able to re-enforce the value of your service through answering any questions or re-iterating what they loved about it, and what it will do for them.

The BEST part about it? You actually get to be a decent human being and call your self a Sales Professional! A true sales professional doesn't have to ever tell a single lie, be deceitful or dishonest in any way, or mislead a client in order to get a sale. A true Sales Professional knows that sales is one of THE TOUGHEST CAREERS EVER, and decides to carve forward anyway to try and destroy the cliche of the greasy used car salesman.

It's my firm belief that EVERYONE should do sales at least once in their lifetime. It is such a good experience to really find out who you are and what you're capable of. Plus, you might be a whole lot nicer to that door to door salesman next time who just wants to share with you his delicious steak lol.

To all those sales-hating communists (sarc) just remember that nothing gets built until it is sold... However, it is quickly returned if there is no value built in that transaction!

#sales #sales-tips #value-building #value-based-selling #ethical-sales #carsales