Your road to success? It’s more sales, but that’s easier said than done. So, how do you sell more?  First, you must figure out what “problem” or what “pain” your customer has. Is their problem or pain based on time, reliability or quality? And of course, you know I’m going to say price is never the most important reason your customer is not buying from you. If you can take away their problem or pain, you’ll win the job.

Turn the tables on your customers. By that I mean, once you figure out what level of pain or problem your customers have, focus your sales effort on that. Quit selling what you have or what you think your customer needs. Instead try to identify where their problem or pain is on a project and start there.

The real VALUE your customer is looking for is getting the job finished on time, being sensitive to the schedule, and your quality should be second to none. If you can sell that, your customer will pay for the VALUE you bring. And, if your company doesn’t deliver that VALUE, maybe it’s time to focus on what’s really important, VALUE, not price.

If you have the cheapest price in town, but can’t deliver material for a couple of months, what good is the cheapest price?

If you have the cheapest price in town, but you don’t have the manpower to finish the job within the schedule, what good is the cheapest price?

If you have the cheapest price in town, but the quality of your workmanship is less then stellar, what good is the cheapest price?

Or as I like to say, “Are you cheap, and inexpensive?”

Price is always the excuse, not the reason, people buy VALUE, not price!

As always, my two cents…