Beat the Box while creating a sales climate.

“Success is solving the customers problem, success is not answering pricing questions” – Jeff Filkins aka woodguard.net

Something Better means increase in sales and unlimited potential.

A customer asks you the price of a common item. You know that your price is higher than your competitor.

What do you do?

How would you earn this customers business while upholding the highest standards in business practices.

This is the busy season customers are busy, you’re busy and the last thing we want to do is waste time. Whether in person or on the phone, we answer pricing questions all day long. If you’re not the lowest price in town having a strategy to gain that customers business is vital to your continued success.

When a customer asks you for your price on a product you sell your response should be: “The price on this product is $xx.xx AND we have something better” (Woodguard e.g.)
Your customer may start asking you questions about Woodguard and the price. At this point you are not taking time from your customer you are solving a problem which is valuable. When your customer calls a box store they will ask the price on common item, and then may ask, “Do you have Woodguard?” and the box stores response will be, “I don’t know what you’re talking about.” Or “I’m not familiar with Woodguard”

This is your advantage you now have a reason for the customer to come see you first! The first place the customer goes also has the advantage of offering the higher margin items to complete the project. This will increase your average ticket sale, your gross margin and best of all, separate you from all the sales people who are answering pricing questions, because you help solve problems through project selling!

This is building secrets we all should know!