We ask what the biggest problem is and they say, “We can’t get full credit for our value.” Or, “Our customer is always wanting to discount us.” With the economy slowing a tad, buyers of B2B solutions are becoming more price sensitive than usual.

Of course, they’ve always been price-aware. But they’ve gotten moreso. And, if you sell a premium-priced product (or service), you must have a strategy of approach, process, and philosophy.

Consequently, Bryan Neale and I are holding a teleseminar on July 31 on that very topic. You can find out more at www.caskeyteleseminars.com.

We have found teleseminars to be a wonderful vehicle to connect with our followers world-wide.We’ll talk about things like:

1. How to approach buyers who have shown to you they are price reluctant.
2. How to think about your value prior to showing up at another prospect.
3. How to talk about your solution in a way that doesn’t raise the price objection.
4. And how to look different, so the prospect doesn’t drop you in with all the other sales people calling on him.

We’ll probably do a podcast next week on some of the things we’ll talk about–part tease and part content. You can access all of our podcasts at www.advancedsellingpodcast.com.

Afterall, your quota doesn’t get reset. Your income needs don’t go down. And your desire to grow personally and financially doesn’t either. So what’s a high performer to do?

5 Strategies For Growing When The Economy Isn’t

We’re hosting a teleseminar on March 27 from 12:00-1:30 EST (Tuition: $79). The intent of this is to give you 5 Strategies that you can use to continue to grow your business during a slowdown. 

We’ve also  enlisted the help of Alan Beaulieu, an economist for EcoTrends (www.ecotrends.org). Alan has a unique perspective since a) he’s been predicting this slowdown for some time and b) he works every day with businesses helping them prepare for this slowdown.

Watch this 5 minute video. It takes a few seconds to begin so be patient.

What Is Your Biggest Sales Problem Facing You Right Now?

That’s the basic question that will govern the Seminar.

It could be something like a) can’t get to the right person, b) can’t get my price in the market, c) not always motivated, d) afraid of the talk of recession, e) or anything else.  

Simple to Sign Up
Although you will need to ask your question in order to register (www.askcaskey.com). You’ll get a brief audio there and it’ll walk you through it.

Go there and you’ll see how it works. I look forward to hearing from you and seeing you on the teleconference!