Low Bid Syndrome
We know you’ve been taught that people buy based on value, not price. But, let’s face it, you don’t believe it do you? In the real world, too often you…
Marketing
The Myth that Price Drives the Sale
Know why price is perceived by so many sales people to be the driving force? Simple: Most sales staff are trained by BUYERS, not employers! What has happened over the…
Who Made Price the Problem? We Did!
Price is always a part of the final equation in selling, but the real reason people choose one supplier over another is almost never price, nor does it have anything…
The Relationship Selling Myth
It is important to continually raise the level of relationships within an account. It is the producer’s job to identify prospective customers out of the field of buyers and move…
They Taught Us How to Sell…Then Sold Us Down the River
A sales person can’t create genuine value for a client if the focus is on unit pricing. Price is always a product of poor selling and inept sales management. If…
Sales Saboteurs
The year was 1943, World War was raging. Spies and saboteurs had infiltrated our country, establishing themselves as normal citizens and were busily (and invisibly) at work trying to destroy…
Making a Sales Plan
An 18-wheeler slid into a ditch. A little old lady pulled up with her two Chihuahuas in the car and called to the driver, “Throw me a chain and I’ll…
The Danger of the Stockholm Effect
In many organizations, we are now seeing the modern equivalent of the World War II Stockholm Effect (see below), with sales people transferring alliances to the customer. This could lead…
From Success to Significance
The issues of attitude and motivation seem to confound most sales organization. Companies will go looking for a “motivational speaker” to pump life into a lethargic sales group. Sales managers…
Training and the Sales Manager
The most often misunderstood function in a sales plan is the training of staff. The first rule of training is that nothing stays fixed. Training is an ongoing process that…
