Why Lowering Price Can Weaken the Offer — Transcript

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1. 0:00When you make an offer to somebody, and
2. 0:01they say no, I'm not interested.
3. 0:04How often is that able to be turned
4. 0:06around?
5. 0:07>> Across what setting? Is that in a sales
6. 0:08setting?
7. 0:09>> In a sales setting.
8. 0:10>> Um I think it depends on the reason the
9. 0:12person said no.
10. 0:14So it that would that would be a like
11. 0:16there would be a discovery question
12. 0:17after that. So it'd be like, well, what
13. 0:19are the variables you're using to make
14. 0:20the decision? And sometimes like
15. 0:23I think there's a there's a big
16. 0:24difference between a no based on value
17. 0:26uh or a no based on details, or a no
18. 0:28based on authority, or a no based on
19. 0:30timing. Like just kind of said budget,
20. 0:31authority, and timing. These are the
21. 0:33kind of the components. Well, how do we
22. 0:35make sure that we can Can I control Can
23. 0:37I Can I overcome some of these issues?
24. 0:39Now if someone's like, uh love what you
25. 0:41have, um I don't buy coats because I
26. 0:43live in Panama. Like, okay, there's no
27. 0:45need. Like I could try to sell whatever
28. 0:47like, hey, I've got a gym membership, uh
29. 0:49why aren't you signing up? It's like,
30. 0:50well, you're in Iowa and I live in
31. 0:51Florida.
32. 0:53Like like I'm never going to get there.
33. 0:54Like so it's like where it depends on
34. 0:56the reason for the no.
35. 0:57>> Well, what if it's a price issue?
36. 0:59>> Mhm.
37. 1:00>> Where do you draw the line between
38. 1:02lowering the price and cheapening the
39. 1:03product, but getting someone who's
40. 1:06qualified, or keeping the price the
41. 1:07same, but losing the sale?
42. 1:09>> Yeah, so I I'm a very firm believer in
43. 1:12never negotiating with terrorists,
44. 1:13including price terrorists. And so if
45. 1:16someone wants to look like if someone
46. 1:18says, "Hey, can you do it for cheaper?"
47. 1:19You know, we always I mean we train on
48. 1:21saying like we can do it for more.
49. 1:22And people are like, "Okay, yeah, I got
50. 1:24it. I'll I'll I'll buy it at that
51. 1:25price." Um but I The price that you
52. 1:28quote is the price that you stick to.
53. 1:29Otherwise every As soon as you negotiate
54. 1:31once
55. 1:32every price you have is negotiable,
56. 1:33which sucks as a business. It is a pain
57. 1:35in the butt, and I hate it. So um and
58. 1:38you want price standardization anyways,
59. 1:39cuz you don't want different people
60. 1:40getting sold different prices. People
61. 1:41could talk. It's kind of sucks. So um my
62. 1:44big thing is pricing terms. And so if we
63. 1:46have this price, if I'm going to change
64. 1:47it, then I will also change terms. So if
65. 1:49someone's like, "Hey, I
66. 1:51I would love to buy the $5,000 thing,
67. 1:53but I can't afford it." If we've already
68. 1:54looped a a and said, "Okay, why can't
69. 1:56you afford it? Why How important is this
70. 1:57to you? What would it cost you to to not
71. 1:59do this?" You know, quantify as many of
72. 2:01these things as possible and they're
73. 2:02still like, "I literally just don't have
74. 2:03this amount of This is Here's my bank
75. 2:04account. I have $3,000. I will buy it
76. 2:06for $3,000."
77. 2:07Then, in that instance, I'm like, "I
78. 2:09can't ethically sell you the same thing
79. 2:10as somebody else for $5,000 for $3,000.
80. 2:12I can't do it. What I can do is I can
81. 2:14remove a component. So, let's look at
82. 2:15these things that we have here. Uh we
83. 2:17have this guarantee. I can remove the
84. 2:18guarantee and I can knock $1,000 off.
85. 2:20Does that work? Okay. Um also, instead
86. 2:22of, you know, coming to the gym, you
87. 2:24know, three times a week, if you come to
88. 2:25the gym twice a week, will that work for
89. 2:27you? Great. Well, let's just do that and
90. 2:28you can do one workout at home." So,
91. 2:29I'll I'll I'll want to change the terms
92. 2:32of the agreement if I'm going to change
93. 2:34price, but I can't I won't just say,
94. 2:36"Sure, I'll do it for less." I just
95. 2:38won't do that.
96. 2:39>> If you were the best salesperson in your
97. 2:40company, then your company will be
98. 2:43always capped by you. And this is what
99. 2:45the two-day workshop is for. Now, let me
100. 2:47be clear before I get into what it is.
101. 2:48This is for million-dollar-plus
102. 2:50businesses that are trying to scale
103. 2:52their sales team where you are still
104. 2:54probably the vast majority of the magic.
105. 2:56Either you're literally taking calls or
106. 2:57you are a big percentage of the revenue
107. 2:59or you have to be constantly on the
108. 3:01sales team in order to get it to work.
109. 3:02If you're in any of those settings, then
110. 3:04this is absolutely for you. And so, if
111. 3:06you are tired of your sales relying on
112. 3:08you and want a sales system that scales
113. 3:10beyond you, then apply. That's the deal.
114. 3:12And so, if it is a fit, we look forward
115. 3:13to seeing you out here and it's a great
116. 3:15time. We're talking about sales stuff.
117. 3:16Like, how could you have a better time?
118. 3:17But don't take my word for it. Here's
119. 3:18what other people are saying about our
120. 3:19workshops. They're
121. 3:20premo and uh yeah. Can't wait to see you
122. 3:22out there.