Last week I was calling back the clients that had worked
with me so far this year, I am sure you all do that. What? You don’t. Maybe you
should carve out some time to do so as there is no easier sale that you can
make than a sale to an existing customer as they know and trust you already.
I was concerned about one particular client as his fear of
rejection had kept on the sidelines. It was starting to become a major issue
with his manager. Yes, he was about to be terminated and the manager had
decided to hire me for him and the rest of his team as a last resort.
An expectation that you are suppose to and will
A belief that everything happens for a reason.
These are the words of Jeb Blount in his book Sales EQ and
in my estimation, something that has not been discussed as much as it should.
Some of us have an incredible drive and are always in
overdrive passing everyone on the road and laughing all the way. While others
are still in second gear doing everything we can to get to third, but are
having challenges in getting it into the right gear.
Both of the people above have had the same training, similar
education, work in the same firm, therefore, why the difference in, drive?
There have been so many changes in the sales world in the past 10-15 years. Technology has certainly played a major part in it. However, the biggest and most recent change is the interaction between seller and buyer.
In his book, ‘To Sell Is Human:’ Daniel H. Pink talks about how the shift in information and the easy access to it has taken the simple transaction of caveat emptor to caveat venditor. In other words, we have gone from buyer beware to seller beware. It is the foolish and unknowledgeable seller that now must beware in how he not only conducts business but how he treats his customers and prospects.
“OMG!! That’s the eighth time we have had to do that this week!”
“Do what?” said I with confusion in my voice. “Match the price on a leaf blower that my competitor has on sale.” I will never understand why some make pricing the ultimate king in business. All pricing does is enable you to win the race to the bottom. A race no one should be anxious to win.
Businesses have to come to their collective senses. Those who have followed my blog for a while know that it is NEVER about the pricing. It is the value consumers seek. Do you win ALL of the business when pricing rears its ugly head? No, but you can win the majority of them by using creativity and by adding value to your product.
During the early 2000s, I dealt with forestry companies. Primarily with their engineering department as well as the forester’s themselves. These companies were very motivated by pricing and loyalty was as good as your pricing. They changed suppliers at a drop of a hat. However, later I did find out they did have loyalty.
They use a particular commodity that would retail anywhere from $0.81 – $0.95. There were a 100 units in a case. The average order for this commodity would be anywhere from 5-20 cases at a time.