Meet Our “Influencer of the Week,” Tony Morris!

The Social Sales Link Team |

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Tony Morris, Sales Conversion Strategist at Tony Morris International

Nominated by: Brynne Tillman

Tony Morris is a Sales Conversion Strategist, author of 5 books, working with organisations and leaders to ask better questions and get better results. His first book, Coffee’s for closers, was #1 best-selling book for telesales on Amazon.

He brings actionable, practical, real-life techniques that the audience can implement the day after your event and get instant results. Tony Morris conducts LIVE SALES CALLS on stage, to the audiences dream prospects, to demonstrate techniques he teaches. With over 25 years of success in sales working at the top level, Tony Morris has developed his sales methodology, ‘The A.S.K Philosophy Principles’, where he helps organisations and leaders Attract the right prospects, Solve their biggest challenges and Keep them for Life. Tony Morris has proven his methodology is applicable across every vertical, having helped organisations across 62 industries.

Tony Morris helps Sales leaders, and Sales professionals of all levels, both B2B and B2C; working with them to increase their conversion rates, improve their morale and increase their productivity. The outcome of this is, organisations see tangible results and numeric improvement in their customers’ average order value, increase in their bottom line and the transformation of customers into raving fans, that will recommend them for years to come. Clients include Villeroy & Boche, IHG, Wren Kitchens, Oakley and Savills.

Tony was voted in the Top 50 sales speakers in the World in 2021 and was inducted into the Sales Hall of Fame, and others include Jeb Blount, Victor Antonio.

 

Connect with Tony on LinkedIn, Twitter, Youtube, Instagram, or through his website.

 

Tony’s Insights

 

Tony-Morris-CTT

 

Many prospects will object with “your fees are too expensive.” What is the best way to handle this? This is the most common objection I hear repeatedly when working with salespeople, so rest assured you are not alone. However, the way I see most salespeople respond is the wrong way by saying “where do I need to be?” By responding like this you are dropping any value you have built up in the meeting and you are showing you are happy to drop your fees.

My advice is to understand if the prospect is happy to work with you in the first place and the only way to identify this is to take the fee out of the equation. I would achieve this by responding to the prospect as follows “when you say we are too expensive, who are you comparing us too?” This way you know which competitors you are up against. Once the prospect shares the companies they are speaking with, you ask, “if our fees were all the same, who would you choose to work with?”

Now if the prospect chooses another company you are stuffed!! However, this shows it was nothing to do with the fees and it was a smoke screen. If, however the prospect says, “I would choose you” you reply with the following, “I am really pleased to hear that and, so I am clear, why would you choose me?”

Now zip up and let the prospect sell you, back to you. There is no better salesperson than the customer themselves. Once you have listened to all the reasons the prospect highlights for you being wonderful, respond by saying “isn’t that worth paying that little bit more?” (Zip up again) If you do not get the desired outcome, you can use a technique called ‘sell the difference.’ Let’s say you quoted £10,000 and the prospect says, “you’re too expensive”. You then respond with “when you say we are too expensive, who are you comparing us too?”

Once the prospect shares the names of the other companies you need to find out what they quoted. For arguments sake let’s say Company B and C were both £7,500. You now need to ask what the companies were offering for their £7,500. Once you understand this, your job is to highlight all the benefits you bring to the table over and above the other companies for ONLY £2,500. You are no longer selling yourself for £10,000 as the prospect is sold on £7,500, your job is to persuade the prospect to pay that tiny but more with you.

 

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