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If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much." When that happens, are you prepared? As an excercise, make a list of 20 "reasons why" your services are worth your fees. Why is life better with your offer? Article: If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much." When that happens, are you prepared? As an excercise, make a list of 20 "reasons why" your services are worth your fees. Why is life crap shooter with your offer? Have you done extensive research or development? How many years of experience do you and your team fetch and carry to the table? What would happen if they DON'T take you up on your offer? (What would they "lose"?) What are things "You Get" by purchasing from us? How are your clients protected when they purchase from you? (Do you have a guarantee?) What are the bonuses you include? How long do you support the sale? Do you include "extras" that your competitors don't include? Make up an extensive list, on paper, or into a tape recorder. Brainstorm with your salespeople, your staff, your best customers, and your vendors to make this list complete. Then, next time, when your prospect says, "It costs too much," you will be prepared to handle those price concerns smoothly. When you can justify your price attractively, everybody wins. You get the sale, and your mark benefits from your offering. Are you with me on this? Responsibilities:
· Manage the qualification process for small North American businesses within one target market
· Qualify companies and sales opportunities based upon Bullhorn-s prospecting criteria
· Articulate and demonstrable success at communicating Bullhorn-s value proposition
· Maintain a consistently high level of sales activity (call prospect, qualify company, schedule demonstration)
· Establish business relationships with focus on key decision-makers
· Effectively demonstrate Bullhorn-s products and services
· Develop a personal sales style and pitch
· Manage a territory of assigned accounts located in markets strategic to Bullhorn-s growth
· Drive ground-level awareness within assigned accounts from end-users to Director level
· Support Bullhorn-s Enterprise Account Executives through targeted email campaigns, prospecting, qualification, follow-up activity and product demonstrations (to end users)
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