Last week I blogged about the price objections encountered by sales people.
One of the points I was making was that sales people encounter price objections so often that it’s only natural for them to want the company they work for to lower the price, sweeten the deal, etc, to help them sell more of whatever they sell.
This is especially true because the number one thorn in the side of many salespeople is that someone else is always willing to do it for less, and clients aren’t afraid to remind you of this fact.
It pays to remember that the grass isn’t always greener on the other side. Have you ever considered what it’s like to be in sales for a low-price provider?
A real estate agent once remarked to me that “those flat fee agents are killing us”. She was referring to the influx of agents entering the market charging lower commissions than the leading brands such as Remax, Century 21, etc.
I wonder if she’d contemplated life as a flat fee agent.
- little or no brand recognition
- constant pressure on margins and expenses
- constant pressure to sell more to compensate for a lower margins
- no advertising budget
- no budget for anything resembling advertising
It’s easy to think of the many ways that your low-price competition is killing you. While you’re at, think of the many ways you’re killing them, and then start focusing on those on your sales calls.
