Thoughtful Thursdays – Seller: BEWARE!
As sales professionals we work diligently each day on our own personal brand. This is in addition to promoting the brand of the products and services we represent. We want to be associated with character traits such as honesty, integrity, and insightful to name a few.
It is easy to begin to assume that everyone is also working on developing their personal brand in the same way.
Today’s thought is about being mindful that people behave differently and will challenge the most seasoned sales professionals at every opportunity.
Your prospects are no exception. They are seeking the best possible value for their purchase dollars and so they should.
The rub is that some may be a tiny bit less than honest to see if how flexible you can be, especially with price. It is what they are not saying that can be misleading. Here are a blanket statements to watch out for:
- We don’t pay for freight
- Your competitor gives us 90 day terms
- Your price is way too high
- Our volumes are huge
If the prospect truly wants to do business with you, they should be able to substantiate their claims. So ask the questions and get the details before you react.
Seller: BEWARE!
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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