What to Do When People Cut Your Price? Increase It Instead!

When people ask Tony Chen, CEO of Oppo, to cut his price for his company's latest flagship device R9 Plus to be way below Samsung Galaxy S7, here's what he says, "I prefer to add value". Oppo ended up selling 1 million units in 3 days! 

Oppo's value add has 8 features that others don't have:

1. 2-years warranty (vs others 1-year, worth at least S$400)
2. First year free accidental cracked screen repair, worth S$180 
3. One-to-one exchange for repair, worth the phone itself S$769)
4. Free 4 screen protector replacements in first year (worth S$60)
5. Free screen glass protector (worth S$15)
6. Free back casing protective cover (worth S$15)
7. Free headphone worth S$80
8. Free Oppo water bottle worth S$20

Total value add of Oppo: S$1,539 (double the value of the phone S$769)

Discounting creates the perception that you are cheap. When you discount, you encourage price shoppers, not loyal customers. A far better way is to add value. There are 2 magical ways that you too can add value easily:

1. Throw in free delivery, free packaging and free goods (this is how you move slow moving goods)
2. Offer something of high perceived value but almost zero cost to you. This could just be a fact sheet or after-sale service.

Imagine your workshop offered you $30 off your next vehicle service. That's attractive but will cut into the workshop's profits immediately. We teach our client to add value instead of discounting. Here's how he can add value:

The workshop can throw in a free wheel alignment (value at $45, but zero cost to workshop as the equipment is there), a 1-litre premium engine oil (value at $19.90 bu only $5 purchase cost to the workshop), or a engine clean (value $30 but cost is negligible). By doing these the workshop has added $95 of value to the customer. The cost to the workshop is only $25, lower than the $30 price discount but giving the customer 3 times value than the price discount. 

In the end, the added value will bring you more customers and cost you less. It also introduces customers to your other offerings. So the next time when your customer asks you for discount, don't discount. Add value instead. 

SALES SUCCESS SYSTEM

Power-Packed Weekly Sales Training

Date: 4 Tuesdays on June 5, 12, 19 and 26   Time: 2 pm to 5.30 pm

Venue : The Plaza 02-346 7500a Beach Rd, Singapore 199591   

Fee: 1 pax for 4 lessons $599; 2 pax & above each is $399 for 4 lessons 

        4 pax and above each is $299 for 4 lessons (with 1 FREE Seat)

 

No GST But with PIC 60% cash payout (till 31 July 2016 only)

** This course can also be done at your premise at NO EXTRA Cost. PIC 60% grant applicable too

If you are like most salespeople, you would probably find that the market is getting tougher than before. No longer can you rely on past customers or company's promotions to drive sales. Because of e-commerce, people can go direct and don't buy from you, despite you providing complete service. What can you do? Give up or give all you have? 

The truth is that e-commerce will create more business for you, provided you know how to implement a sales success system. 

In this power-packed 4-weekly lesson Sales Success System program, you will learn proven strategies to get people to come to you. We will give you the inspiration, strategies and tactics to plan and succeed in sales. Covering total 8 topics including sales budgeting, prospecting, presenting, overcoming objections, probing, consultative selling, service excellence and sales negotiation, you will bring back proven methods used by our over 81,131 trainees since 1996. Focused around Asia Coaching Training coaching and training materials used in 39,871 companies worldwide since 1993, you will find the strategies you need to implement significant changes in your career. 

Now you might be saying - Yeah, I have heard it all before - and maybe you have. But if you are serious about actually doing and implementing something that will improve your sales, then invest some time and get the help you need.

Note: This course qualifies for PIC( Productivity & Innovation Credit), where you will get 60% Cash Grant from the government. Till 31 July 2016 only. Call Andy at 8201-4347 for details

POWER-PACKED CONTENTS INCLUDE:

Session 1: Goal Setting and Sales Planning (5 July)

1.     Review of your current most pressing sales challenges and possible solutions

2.     Why most salespeople are having the “Knowing-Doing Gap” and what to do about it

3.     Power of Goal Setting and How to Set Goals that Excite You (set your goals now)

4.     5-Ways Sales Leverage: Target Market, Marketing, SELLING, Transactions & Average $ Sale 

·         Your Top 25 Strategies on the 5-Ways (include case study)

5.     How to Achieve all your Goals in 3 Ways

6.     What to do if you don’t achieve your goals

7.     Keeping yourself highly motivated most of the time

Session 2: art of consultative Selling (12 July)

1.     Selling When People Don’t Need and Want: Selling Ice to the Eskimos

2.     Defining the needs and wants of customers

3.     Using the SNAP model to sell

4.     The Power of Yes Questions and Questions Funnel

5.     Customizing and Contextualizing the Benefits to your Prospects

6.     Differentiating your offer with impact

7.     Selling differently to different VAK types

8.     HomeFun: Customize and Contextualize the benefits to 3 prospects

Session 3: Prospecting and Getting New Customers (19 July)

1.     Who-What-Where-Why-How Prospecting Funnel

2.     Power of Referrals and 10 Ways to Get Referrals for Life

3.     Networking; what to do and what not to do

4.     Prospecting at Road Shows, Events and Seminars

5.     Power Writing to Get New Prospects

6.     Alliances and working with other businesses

7.     Use of Social Media tools to get prospects

8.     Your Follow-Up System to Convert Prospects into Clients

9.     HomeFun: Get 5 New Prospects Every Week

Session 4: Strategies to Close Every Sale (26 July)

1.     Identify the Key Reason your sale is not closed

2.     What is Sales closing and 9 Ways to Close Every Sale

3.     Closing More Sales with Asking “Magic” Questions

4.     15 Ways to Overcoming Objections to close Every Sale

5.     Another 69 Ways to Close Every Sale

6.     Sales Follow-Up Success

7.     HomeFun: Create your Response to the Top 10 common Objections

At the end of this program, you will be empowered to rise above all sales challenges. 

NOTE: THIS COURSE IS CONDUCTED USING THE FOLLOWING:

1. Dynamic Talk (using humor and real-life stories)
2. Q & A 
3. Case Studies (of your situation)
4. Watching over 14 movie clips
5. GROW Coaching model
6. Role play, fun games and discussions

BENEFITS:

1. Get all your sales challenges resolved.
2. Ask the coach for free strategies for YOUR busienss
3. Learn how to manage customers without pain
4. Get your pipeline built
5. Turn all your customers into raving fans
6. Make your boss happy with higher sales achieved
7. Realize your vision to be a GREAT PERSON! 

FOR WHO TO ATTEND:

1. Sales Managers that are new and old to the job
2. Sales Executives that sold to at least 2 people
3. Marketing executives that need to sell now
4. Directors and GM looking to build their business to the next level
5. Sales Directors and GM going to the next level

THESE ARE WHAT SOME OF OUR CLIENTS AND PAST PARTICIPANTS HAVE TO SAY:

"The visual materials used are good, I will consider to send my staff for further training by AndyTheCoach"

- Doreen Chai, MD, Van Der Horst Energy Limited

I attended this program in 2007 and to-date, I am still applying the ideas and reap rewards. Thanks AndyTheCoach!

- Vincent Ong, GM, New Independent Pte Ltd

Andy Ng flagship program How to Be a Better Manager course has opened my eyes to the possibilities. I am confident of hitting all my goals for the next 3 years. This is just the reward from the lesson Goal Setting from the Leadership module.

- Marcus Tang, Sales Manager, Telford Industries Pte Ltd

PROFILE OF ASIA COACHING TRAINING

Sales Coach Andy Ng has 29 years experience: He started doing business at the age of 5. Since 1996, Andy has trained over 81,413 people in 15 countries. His Magnetic Selling DVD and e-book SUN ZI FOR SALES have sold hundreds of copies in 5 countries. Asia Coaching Training was, from 2001-2007, the licensee for Action International in Singapore. The clients trained by Andy include SingTel, SIM, Manulife Financial, Walton International, DBS Group, M1, Yakun, BreadTalk, Hewlett Packard, IBM, Gillette, F & N Foods, Kaplan Asia and Teleperformance Asia. Visit our blog atwww.andyngtrainer.blogspot.sg and see him in action at www.youtube.com/AndyNgCoach

ENQUIRIES:

Ms Idah at 6225-1784 or Andy at 8201-4347 Email to hpa88@singnet.com.sg
BOOK THE COURSE: SALES SUCCESS SYSTEM