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Actual for You - Customers Know Too Much
It seems everyone around me is working longer and longer hours. My husband used to have the occasional early morning conference call when he needed to be in by 7am. Now that seems to be the norm everyday. My brother is on the first train into Grand Central each day and can usually be reached at
So what are professional sales people to do? They need to become “partners” who provide tangible value in the sales and distribution process. To provide this value, sellers need to be expert at
Do you ever have those days at your job when everything just seems pointless? It is the same old thing day in and day out, and you wonder why you are doing what you are doing for a living.Well, believe it or not, this happens to everyone at some point or another. Even with the most rew
I remember a 2000 Time magazine cover story that forecasted the “death of sales careers” (or, at least a re-engineering of how products and services would be distributed in the new millennium). Well, it is 2007 and the article was half right: the Internet has changed the landscape of selling.
But, what was not forecasted was the increased information that buyers now have at their fingertips. Buyers can now quickly “Google” a product or service to determine pricing, specifications, and sources of supply; buyers are now very informed about current market conditions and about the alternatives (i.e. your competition). As negotiators, buyers are well armed.
So what are professional sales people to do? They need to become “partners” who provide tangible value in the sales and distribution process. To provide this value, sellers need to be expert at
Table CoversControlling the table cover that your trade show tabletop display sits on is of the utmost importance. Why let the show managers dictate 20 to 30 percent of your booth's look? And if that 20 to 30 percent is hideous, they dictated your entire look.Take control a
I remember a 2000 Time magazine cover story that forecasted the “death of sales careers” (or, at least a re-engineering of how products and services would be distributed in the new millennium). Well, it is 2007 and the article was half right: the Internet has changed the landscape of selling.
But, what was not forecasted was the increased information that buyers now have at their fingertips. Buyers can now quickly “Google” a product or service to determine pricing, specifications, and sources of supply; buyers are now very informed about current market conditions and about the alternatives (i.e. your competition). As negotiators, buyers are well armed.
So what are professional sales people to do? They need to become “partners” who provide tangible value in the sales and distribution process. To provide this value, sellers need to be expert at
The sinage marketplace is competitive! Consequently, some companies are going to focus on price and neglect quality. To complicate the situation, companies that produce stock vinyl banner material offer a bevy of different materials based on weights/thickness, color, reflective properties, in
But, what was not forecasted was the increased information that buyers now have at their fingertips. Buyers can now quickly “Google” a product or service to determine pricing, specifications, and sources of supply; buyers are now very informed about current market conditions and about the alternatives (i.e. your competition). As negotiators, buyers are well armed.
So what are professional sales people to do? They need to become “partners” who provide tangible value in the sales and distribution process. To provide this value, sellers need to be expert at
The avoiding approach to negotiating is characterized by losing, leaving, and withdrawing. No commitments are made, and behavior is impersonal. Use this approach when you would get hurt by staying or when you want to change the ground rules. It is useful when issues are trivial and is helpful w
So what are professional sales people to do? They need to become “partners” who provide tangible value in the sales and distribution process. To provide this value, sellers need to be expert at
The field of headhunting is a very challenging one when it comes to finding and recruiting top sales and marketing talent…whether they be executive, mid-level, sales management, marketing management or front line sales and marketing producers. Searching for these types of top candidates is no
So what are professional sales people to do? They need to become “partners” who provide tangible value in the sales and distribution process. To provide this value, sellers need to be expert at helping buyers make the right purchase decisions.
A downside to the availability of all this information for buyers is the shear volume of data itself. In this case, the rep can assist the buyer in sorting through the options. The same information can help the seller be more informed and better assist the buyer.
Additionally, sellers need to take on the behavior of a valued partner by suggesting alternatives, price decreases, or specification changes before they are needed. A true sales partner thinks about the customer’s long term interests by helping the customer achieve cost savings and ordering efficiencies.
Meanwhile, the old behavior of the stereotypical sales rep who was prone to fast talking, bluffing, fibbing, and lying by omission is no longer acceptable. Of course, it never was acceptable, but now you will assuredly get caught.
When all is said and done, the Internet, blogs, wikis, social networks, and online communities have created new tools for the enlightened seller to bet
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