Exploring A Sales Opportunity Beyond The Price Of The Box BY MARK NEELY
They may not give you a definitive answer but, in my ex- perience, they often show, through their expression, some feeling of dissatisfaction. Bad News: Our Company Is Imperfect The good news: Almost all our competitors are prob- ably just as imperfect or more so than we are! So, even if you are not fully confident about your own company’s abil- ity to support your customers as you would like them to,
The most common objection a salesperson hears from a prospect is that their price is too high. The path to winning business when you are competing on price is a bumpy one. You must create samples and a quote and hope that your price is good enough to convince your prospect to switch vendors. Often, even if you bring them a better price than they are getting from their current vendor, you still don’t get the business. Additionally, the whirlwind of activity you are bringing inside your own plant is costly and sometimes filled with tension. As a salesperson, if you are perceived by your own team to be a price seller, you run the risk of losing credibility. When that happens, it is possible that your man- agers and your customer service and plant team members will eventually become less willing to go the extra mile for you in your pursuit of new business. When your plant has built a reputation of quality, on- time delivery and general responsiveness, it is easier to focus on value rather than price. Even if you are not ful- ly confident that your plant can compete on value, take heart. The customer is rarely fully satisfied with whomev- er they are buying from. When speaking to the prospect, ask, “What do you like about your current box supplier?”
the opportunity to capture new business is still possible. Your prospects are looking for someone who understands them and can help them. As a salesperson, you are in a position to differentiate yourself and your company if you can demonstrate your understanding of their challenges and can show a willing- ness, personal capability, and determination to help them CONTINUED ON PAGE 56
MARK NEELY Training and Consulting Services
■ Mark has over 25 years experience delivering Sales and Negotiation Training to the Corrugated Packaging Industry ■ Using a 360º approach to developing both External as well as Internal relationships, Mark will help your whole team work together to expand your customer base, create closer ties between departments and build profits ■ Mark specializes in Customized Training Programs and Consulting Services that are created by matching your company’s capabilities to the goals you have set
■ Prospecting and Leads Generation ■ Trust Building and Di erentiation ■ Sales Results Measurement TRAINING TOPIC EXAMPLES
■ Sales Management ■ Building Cooperative and Collaborative Teams ■ On-boarding of New Sales Reps CONSULTING SERVICES
and Accountability ■ Negotiating Skills
310-346-5476 markneely5476@gmail.com ■ www.markneelyseminars.com
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April 13, 2026
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