Salespeople often understand the importance of questioning, listening, understanding needs, and then offering a solution. But too often, when it comes time to discuss price, the air of confidence that they showed while presenting the solution turns into a glob of uncertainty and subtle apology. To be a top performing salesperson or entrepreneur, you need to be as effective at delivering your financial presentation as you do your features and benefits. Below are some tips to keep in mind:

  1. Remove the words: list price, about, in-between, it depends…from your vocabulary. These words tell the prospect you are weak and will drop your price in a heartbeat.
  2. When you deliver your price, your tone and body language need to say that the prospect is getting a great deal.
  3. Remain indifferent to the outcome. In other words, the prospect can’t feel that you are desperate to get the deal done. They must sense that you are willing to walk away.  Which means you better be willing to walk away.

So this week, understand that you control your financial destiny. Deliver a great product presentation backed up by an even better financial presentation, and you will maintain the gross profit margins needed to be a top performer.

Sales Coach and Business Consultant Brian Sullivan,CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Sign up for his free 7 Part Video Series on Sales and Negotiations at www.preciseselling.com.