It’s been my experience that if the “suspect” had wanted or needed my product then we probably would have already had at least one conversation.
I’ve found that those who receive cold calls say about the same thing. Continue reading
Daily Archives: 12/13/2008
What Can You Do For Me On The Price?
A standard question when you’re buying. An inevitable inquiry when you’re selling.
How would you respond at this moment?
Many people will respond to the question by immediately giving or implying the possibility of a discounted price. Again – great when you’re buying, a margin killer when you’re selling.
Here are the hard-dollar points to better negotiating… Continue reading
Will “Business As Usual” Be Good Enough?
It’s time for re-invention, re-tooling & re-thinking. Just selling software isn’t enough anymore. Gone are the days when all you had to do was open your office door & wait for the buyers to start lining up with blank checks. There was no need for differentiators.
Today it’s all about what makes me unique. Why should prospects buy from me? What do I offer that other VAR’s don’t? Reputation & accounability are worth more today than the software that we sell.
Today software is looked upon as a commodity so that leaves us with our most precious asset & that is time. Pure sales people need to learn what it is that consultants do, get certified for those inclined & start making yourself an asset rather than a liability. If you’re not selling it doesn’t take long for ownership to look at you as a liability & it’s a downward spiraling vortex from there. Continue reading
Over Used Cliches
“I’m reaching out to you” The words ooze nothing more than feigned sincerity. But don’t be fooled. Both sinister & seductive, they’re just another way of saying, “I want to sell you something” or “I want you to do something for me.” Those who use them don’t care about anything other than getting their own way. Reach out all you want, but don’t touch.
“Mr. Mason is going to be in your area on Friday. He would like to stop by” is is an update on the antiquated & ineffective “cold call.” The only possible response when you hear this one “Please tell Mr. Mason to have a nice lunch at McDonald’s.”
“We’ll exceed your expectations.” What is so sad is that we use the phrase without even pretending to know or understand someone’s expectations; yet, we make it clear that we are going to exceed them. Continue reading
