Why Comparing Apples-to-Oranges Wins | Sales Tips

Most sales reps are making a fundamental mistake when handling the pricing objection. They're always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. We want the buyer to be faced with an apples-to-oranges comparison. Now, why do we want that?

Your job as a salesperson is to create compelling, differentiated value to your buyers that only you as a person or a company can represent in the marketplace. Then, you can provide proof, examples, case studies, testimonials, references, reference sites that you can have the ability to deliver that unique value. If you don't have that unique value proposition, your only true commodity is your price, and prices can always change.

I work with some commodity based companies who have very specific value propositions so that they can point to an apples-to-oranges comparison in the marketplace and ensure that the prospect is buying value. What is your unique differentiator? How are you going to turn your product or service from an apples-to-apples into an apples-to-oranges comparison? Doing that is going to ensure that you always hit your target.

Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.