Joe da Silva | Speaker | Trainer | Coach
~ If you are no better tomorrow than you were yesterday, then you've wasted today.
Are your clients talking about you when you leave, or, are they talking to your competitors, ordering from them and talking about you? What is setting you apart from those competitors? Are you being different and unique enough to convince your prospect that they should be dealing with you? In other words, what are you bringing to the table that sets you apart from everyone else?
I was working with a client that was upset that there was a brand new competitor in his market offering an alternative to what he sells at a price that would put him out of business if he were to price match. The truth is, if you get into a price war, it becomes a race to the bottom which is a race no one should ever want to win. Therefore, what kind of strategy can one use to battle the price war?
While at a networking event, the discussion led to the question of ‘the close’. I listened intently to the different ideas presented by everyone I thought to myself that I was somehow transported back in time to 15 or 20 years ago. Some of the suggestions were outdated, in that they all focused on the salesperson’s needs and wishes and really had nothing to do with the client. When it was my turn to share, I could not hold back and I asked if they had actually heard themselves?
It amazes me in working with some individuals, how they can do all the hard parts of the sales cycle and then drop the ball at the very end; which is the easiest step of all.
How many times have we heard that? How many jokes do we make about that particular question? Truth be told, they are doing something that we, as business people rarely do.
This week, I was witness to a sales ‘train wreck’ that I thought I would never see. Where the ‘value’ of a product was so cheapened as to make me, and I’m sure others, to actually question its true worth. We have seen it all before, but it is generally reserved for late night, or, early morning infomercials and not by what I thought were, but obviously are not, true professionals.
