Price-the most perplexing issue of sales
I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson. The only common denominator about price objections is that they are often buying signals in disguise. Larry Steinmetz is an acknowledged sales expert on issues of...
Rental and Leasing trends and more on the One-Day Dealer Conference
In past months we covered potential paradigm shifts dealers and customers must adapt to. We also noted how companies that do not adapt to change become obsolete and disappear from our economic spectrum. These changes happen in two ways….you change and keep in sync with customer changes, or your customer changes and finds that your level of service no longer fits their needs. In the first case you keep an important customer and could...
First Aid for Burned-Out Teams
The team’s exhausted. They’re burned-out, and I am too. I don’t know if we can recover. We’ve been working at 150% for over a year – at least most of us have. More change? Really? We’ve been through three major transitions in as many months. Everyone is really on edge. I am pretty sure Susan is going to quit. Team? We work in the same building, but that’s about where it starts and stops. I’m hoping to get out of here soon. Even in the...
Protecting yourself and your employees when handling contaminated Sharps
Sharps are objects that can penetrate a worker’s skin, such as needles, scalpels, broken glass, capillary tubes and the exposed ends of dental wires. If blood or other potentially infectious materials (OPIM), as defined in the OSHA Bloodborne Pathogens standard (29 CFR 1910.1030), are present or may be present on the sharp, it is a contaminated sharp and appropriate personal protective equipment must be worn. A needlestick or a cut...
Why Organizations claim they want change, but really don’t
We had an organization come to us that was struggling with getting sales trajectories turned around – a common problem for many companies. Through extensive discussions, we identified a wide variety of issues, from bloated inventory to high-cost/low-return investments, to ineffective marketing strategies – all of which could be easily changed to get sales back on track. The team agreed that these areas needed addressing,...
Seven reasons not to share Ownership with key employees
Many business owners consider at some point sharing ownership of their company with one or more key employees. Sharing ownership can create powerful advantages—retaining employees for the long-term and incentivizing them to increase business value are usually top motives. Sharing ownership appears to elevate top employees into true partnership with the owners in the ongoing effort to sustain company growth. However, sharing ownership...
What would your Mother say about your sales practices?
The newspaper headlines read, “Inquiry Sought into Sales Practices.” Uh oh. Sounds guilty to me. But as is usually the case, the headline is worse than the story. Turns out that the problem stemmed from the fact that high cash incentives were offered for referrals that led to sales. Oh boy, better call out the sales police. What type of punishment should you get for that? The electric chair? Sales incentives have been around since Eve...
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