If you look through the past blogs you will see a theme – change has come to those in sales. It is no longer the old adage of doing the same thing and getting the same results. We are at a unique time in the world of sales. With smartphones, digital, and ridiculously fast response times and broadband and WIFI everywhere – the paradigm for sales has changed.
Yes, it’s still about relationships and trust and creative, frank ways of relaying information to get your sales. But today’s customer has changed because of their access to…just about everything. And what has that done? It’s made all of your customers “shoppers of price”. If your office is hearing time again from potential customers “But ABC said they’d sell it/do it for less than you’ve quoted” you know what I’m talking about.
I don’t believe anyone has to be the lowest priced product or service to get their potential client base to go with their offerings. Yet, because of this new regime of “shoppers”, what are you to do? Let’s look at what often happens at most busy street corners where gasoline is sold. Usually where there is one gas station at one corner, on an opposite corner there will be another competing station. And often, they are within one to two cents of each other in price. Who wins – so to speak?
If I only care about price, the answer is very easy. But what if one has cleaner looking pumps, offers the self-serve window washing materials or an easier store to slip into to get a pack of gum. The answer is obvious, some will still shop price, but plenty are willing to pay a little bit more for the extra service provided.
Now look at your offerings. Are you providing the difference that makes your team better than the next guy? Are you helping your customer to realize that you are more than a “price” to be shopped? Are you pushing your team to be of service and offer a level of professionalism that makes the difference? These cost your company nothing as an “add”, but can make your sales soar.
Your sales team will be chomping at the bit to make your company blossom as the sales world changes – all because you let your company represent more than a thing, a product and/or a service. You make your sales team believe your company makes a difference and that any potential client should be demanding what you are selling – and the selling will seem like “kids play” to your team..
Yes, it’s still about relationships and trust and creative, frank ways of relaying information to get your sales. But today’s customer has changed because of their access to…just about everything. And what has that done? It’s made all of your customers “shoppers of price”. If your office is hearing time again from potential customers “But ABC said they’d sell it/do it for less than you’ve quoted” you know what I’m talking about.
I don’t believe anyone has to be the lowest priced product or service to get their potential client base to go with their offerings. Yet, because of this new regime of “shoppers”, what are you to do? Let’s look at what often happens at most busy street corners where gasoline is sold. Usually where there is one gas station at one corner, on an opposite corner there will be another competing station. And often, they are within one to two cents of each other in price. Who wins – so to speak?
If I only care about price, the answer is very easy. But what if one has cleaner looking pumps, offers the self-serve window washing materials or an easier store to slip into to get a pack of gum. The answer is obvious, some will still shop price, but plenty are willing to pay a little bit more for the extra service provided.
Now look at your offerings. Are you providing the difference that makes your team better than the next guy? Are you helping your customer to realize that you are more than a “price” to be shopped? Are you pushing your team to be of service and offer a level of professionalism that makes the difference? These cost your company nothing as an “add”, but can make your sales soar.
Your sales team will be chomping at the bit to make your company blossom as the sales world changes – all because you let your company represent more than a thing, a product and/or a service. You make your sales team believe your company makes a difference and that any potential client should be demanding what you are selling – and the selling will seem like “kids play” to your team..
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