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I learned this recently and its working well for me. Its totally different than what sales gurus are saying but, once you think about it, it makes perfect sense.
Most salesmen try to get you to buy something that's the most expensive you can afford, because that's more commission for them. However, if you want to go far in a company or with a client, you need their trust. If you keep on trying to raise the price, they'll know now to trust you, since you're greedy.
So, what I learned is that, if your sales pitch is how you can save them money, it's 10x easier than if your sales pitch is how you'll be an expense for them.
"Oh, you guys do outreach and get 45 links/month at that price? I can do it for half the cost with my team. We got the process down much better."
Is this a race to the bottom? No. If your quality is shit, people will know and your offers won't be any good. However, if you can offer a quality thing that's not taking advantage of its full value, people will open doors for you because it make economic sense to do so. Your best interest aligns with their best interest.
That's how Aldi and Costco and walmart got so big.
So yeah, if you want to sell shit, listen to the client and hear what they're spending money on and help them lower their expenses. It's that easy.
Most salesmen try to get you to buy something that's the most expensive you can afford, because that's more commission for them. However, if you want to go far in a company or with a client, you need their trust. If you keep on trying to raise the price, they'll know now to trust you, since you're greedy.
So, what I learned is that, if your sales pitch is how you can save them money, it's 10x easier than if your sales pitch is how you'll be an expense for them.
"Oh, you guys do outreach and get 45 links/month at that price? I can do it for half the cost with my team. We got the process down much better."
Is this a race to the bottom? No. If your quality is shit, people will know and your offers won't be any good. However, if you can offer a quality thing that's not taking advantage of its full value, people will open doors for you because it make economic sense to do so. Your best interest aligns with their best interest.
That's how Aldi and Costco and walmart got so big.
So yeah, if you want to sell shit, listen to the client and hear what they're spending money on and help them lower their expenses. It's that easy.