SALES KI PATHSHALA
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The Right Price to Sell
Today's Discussion What are you selling? What is the value that you are selling? What is the financial benefit to the customer? What is your Price?
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The Price to sell is right only if you are selling the right product to the right person. SANJAY SINGH
The 5 Cake Theory
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The Right Product
The Right Person WWW.CONSULT4SALES.COM
Customer, Consumer, Financer, Consultant, Purchaser.
THE PROBLEM THAT YOU SOLVE If you are not solving any problem of the customer, you have no right to sell
THE EXISTING COST OF SOLUTION (X)
YOUR PROPOSED COST OF SOLUTION (Y) Pl do not confuse cost of product with cost of solution.
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This is not be confused with cost of product.
The Right Value X-Y
You need not discount the value that you have created for customer. SANJAY SINGH
What can you discount? MORE PRODUCT PER PRODUCT You always discount the price of extra product or service that you offer to the customer in addition to the core product or service.
Referral 1 10.9% Up Sell1 10.9%
Profitability THE BREAKUP OF YOUR PROFIT OUT OF 100
Cross Sell1 5.8%
Core product 72.5%
The Right Price?
THE RIGHT VALUE + MPPP - DISCOUNTÂ You never discount the value created for the customer.
Sales Ki Pathshala
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