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 Smooth Sale Pricing Process

In this episode we meet Elinor Stutz, CEO of Smooth Sale,  and author of  two books:  The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and  her second best-selling book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.”

Today Elinor shares stories about how she got started in sales.  Next she shares her sales pricing process for broaching money during a sales call. She does it in a way that leaves margin that will increase your commission.

Telling Selling Doesn’t Work

When first meeting a client Elinor asks: What caught your attention to invite me in?

Smooth Sale

Smooth Sales as repeat business, referrals and testimonials.

She believes if you do a good job in sales you become an order taker.

The steps:

1. Your clients repeatedly keep ordering
2. Your clients tell everyone they know, they  become your own private sales force.

Elinor believes we each have our own brand. If you’re true to yourself you too can be a top producer.

• First be true to yourself
• Second always be improving: clientele relationships, industry knowledge,  and widen your network of markets

Everyone is the CEO of their job… treat everyone with respect.

Sale Pricing Process

Right up front Elinor states the following:

1. I appreciate your time.
2. We are NOT the least expensive supplier.
3. I need to know up front, is price or service more important to you?

This gives confidence knowing price is not the sole part of the decision. It allowed her to sell with profit.

Ask For Referrals

You have to ask for referrals. Ask for it when they say glowing things about you, at that moment, not before. Once they share their thoughts say “Can I use your words to share publicly and do you know anyone else who is shopping?”

She recommend Neil Rackham’s SPIN questions.

What she told a prospect to get a meeting and eventually her business. “You must be very embarrassed standing me up 3 times, just give me 5 minutes”.

Elinor Stutz on Social Media:

Twitter: @smoothsale
Facebook: Elinor Stutz
LinkedIn: Elinor Stutz

Youtube:  Elinor Stutz

www.smoothsale.net       (408) 209-0550   

Elinor @ smoothsale.net

Goal Setting

This is the  Laser Goal Setting Post Card that Elinor mentioned in the podcast.

 

Sales Training, Sales Coaching, Sales Consulting

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