IS IT TOO GOOD TO BE TRUE?

too-good-to-be-true_origI 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?

SALES TRAIN WRECK

7700493_origThis 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.

I DON’T WANT TO SELL!

7025851_origWell, that is a very confusing statement coming from someone that has been in the sales profession for over 40 years, but it is true, I don’t want to sell anything; I would much rather have you buy.

The days of ‘pushing’ your products and/or services to an unsuspecting prospect are over and have been so for a very long time and I for one am so very grateful that it is.