How to get a 20% conversion rate

Saturday and Charlotte’s Sales Shares #17 is out!

Hello to over 1.3k people since the last edition who have decided to keep it real, authentic and actionable.

This one is a 2 minute read on how to convert more sales without having to drop your prices. Sick when you get to the end of the sales cycle, you are about to close and the prospect/buyer says:

“We are ready to move forward, we want a discount”

This has happened to me millions of times in 20 years of selling. And many times I gave in too soon, out of panic I’d not make quota or out of an over eagerness to close a deal. Not putting my prospect’s best interests at heart.

Here is what you need to do when you get “we want a discount” or “ the price is too high, we need to speak internally”

Don’t say sure we can talk about flexibility - clarify

“Thanks, appreciate you sharing that, budgets aside, to what extent do you believe we can help you?”

or if you are a Founder or Solopreneur you might want to phrase that as:

“Price aside, do you trust that I’m the right person to solve your problem?”

If they do believe we can help them, isolate more:

“So I understand, is pricing the only thing that would prevent us from working together or is it something else?”

Go one step further if you’re a SaaS Seller

Create a comparison chart highlighting your product's features and benefits, along with those of your top competitors. This will help prospects understand the added value they'll receive by choosing your product or service over others in the market.

That’s it, see y’all next week!

If you’ve read this far, here’s how else I can help you

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