Value vs. Pricing – Consulting and Training is the Same as Selling a House
As a builder, I would never want you to chase your competitor’s pricing to the bottom. As a consultant, strategist, coach, and trainer why would you want me to?
Remember the old saying, “You get what you pay for?” That’s true in the training realm as well. No matter how much you think you know about the online sales program, there’s so much you don’t know. I know this because I talk to companies with poorly run programs all the time.
My goal as a trusted advisor is to work within your company, with the systems you have and the systems we recommend, with the experts who create those tools and systems, and finally with you and your entire leadership from top to bottom to create a strong, high producing OSC program with proven results. It’s not just about training one person.
Whether you are putting a brand-new online sales program in place because you’ve finally realized you are behind the times… or because you know your current program isn’t set up for optimum results there are certain things you have to keep in mind in order to create a successful program.
Putting a new online sales program in place means making a top-down change. That means we can’t train in a bubble, and we must have buy-in from the entire leadership team on down. That means coaching and working with everyone, not just the OSC.
Retooling an older program means audits, assessments, interviews, and gaining an understanding of the way the program is running and how it’s perceived internally and externally and making the needed changes from there.
In both cases we can’t wave a magic wand and set up your program in 30 – 60 – 90 days… those are phases of the program, but if you have no professional insights, coaching and training after 30, 60, or 90 days you will run into road blocks internally and externally that will be the difference from having an okay online sales program, to having an extraordinary program. It sounds like a dream come true when someone tells you that they can make you successful in a shorter time span, but it’s not a reality that creates a strong, well structured, high performing OSC program. I’m sorry. It doesn’t. It doesn’t work.
You won’t know it doesn’t work until you have friction and dysfunction. Then you’ll need to-back track. (Or you will ignore the dysfunction and it will continue to grow.) It will be that much harder to fix. That much more painful. And that much more expensive.
I set up my first OSC program in 2007. I took on my first OSC training in 2014 after being an OSC for two different builders in two different circumstances for 7 years. That’s nearly 16 years of running OSC programs and 9 years of coaching, training, and consulting this often-little understood position and program. I can tell you from EXPERIENCE it takes longer and becomes more expensive to unwind a poorly put together program then it does to start it from the beginning with proper expectations.
You wouldn’t want someone telling you as a builder, knowing all the quality and value you build into your homes, to get with the times and lower your prices. The same goes for training and consulting. To be honest, I am more than happy to work with builders to make them a success, I offer a phased approach to my services all the time.
If there’s one thing I can promise, it’s that I will be 100% honest with you and genuine. I don’t sugar coat things, I’m often blunt. I would rather put my heart and soul out there for you to stomp on, than be cordial and let you go in a wrong direction.
I partner with you to bring you the most customized online sales training program out there, and my experience speaks for itself. I’m focused on one niche – online sales. But I also teach you a lot about how it overlaps with marketing and sales. That means doing trainings with your agents, doing trainings with your marketing, doing trainings with your leadership – all to bring everyone onto the same page.
Quality should always speak for itself. If you go for low pricing, you buy that same thing over and over and over. If you go for quality, you should only have to pay once.