Sep/090
Easy way out selling on ‘Price’…
In many of our engagements over the last two years we hear sales professionals complain “the old days are gone it’s all about price!”
Price has never been excluded from the equation. Perhaps there was a little less emphasis in the past, but always lurking near the surface.
Although we are in the most difficult economy in our lifetime hasn’t it always been about price, value and relationships?
Sales professionals can become pessimistic allowing the customer and themselves to obsess over price. World class sales professionals continue to dig deep and wide looking for opportunities to creatively bring value, innovation, cost reduction, and relationships to the sales process.
As owners, sales managers, and sales professionals we must all look introspectively and resist the tendency to fall prey to the price mantra.
Do you believe in your goods or services? If so challenge yourself to find the differentiators. Price will has always been and will always remain relative! www.nealabc.com
Jul/090
Sales Management: Make a Commitment to Continuous Improvement
It is axiomatic in any endeavor that we must practice to make perfect, the problem with most of us is we don’t know what needs to be improved or how to improve it.
So it is with most sales professionals.
To overcome this natural tendency NABC recommends four simple steps:
Assessment +Training +Accountability = Continuous Improvement
1. Get an unbiased third party or an assessment tool to diagnosis areas of improvement.
2. Establish standardized training methods to address the concern.
3. Make sales professionals accountable to employ new methods.
4. Measure results for continuous improvement.
Sales professionals are more likely to follow management’s lead if senior management demonstrates commitment to continuous improvement and establishes the ongoing training and accountability process to make it stick.
Integrating these steps routinely in sales meetings will underscore management’s commitment. www.nealabc.com