Selling premium products, "Hunter Mentality" in Interviews, and Prospecting Motivation
Hi everyone!
Welcome to the very first edition of Sales Soup with Salman, where you are one of 2,500 sellers that have joined this community, that have joined this newsletter where I'm going to be answering the hottest questions.
Question 1: "how do I sell a premium product when my competitors are providing their solution at a lower price?”
So this seller asks, if I'm selling a premium product, which is obviously more expensive, how do I get over the fact that, hey, my competitors are offering a lower price, how do I tackle that challenge?
Well, here's what I would do. You've got to call it out. You need to fully understand what your key competitive differentiators are versus your competitors.
Because here's the thing. In most cases, 80% is table stakes. Your competitors can do it. It's the 20% that you might be able to accomplish that your prospects can't, sorry, that your competitors can't.
So here's what I would do on a demo, for example. I would call it out. You could say so...
Author
Salman Mohiuddin
Author
17 years and counting of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, Asana & IBM. I've documented all of my learnings and built a Sales playbook. I share my Sales advice on LinkedIn and have boosted my following to 70,000+. Now I teach others how to sell better, exceed targets, boost their income, and accelerate their Sales career.
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