Monday, August 7
Sales secret from David Newman
Have you ever been Wal-Marted? Have you lost a prospect to a low-cost provider? Do you believe your product/service is probably better than what they ended up with? Good! So do I. So how do you capitalize on that?
Here's the secret: Losing a deal to a low cost provider can sometimes be more valuable in the long run.
When the lowest priced product or service doesn't meet the expectations of a customer (and often, it won't!!), a deeper appreciation of the price/ value relationship is developed.
This can create a new sales opportunity from what was initially lost - an opportunity for a much stronger business relationship than otherwise may have existed.
Just try and avoid telling your new customer, "Nyah, nyah, nyah... I told you so!" and take the check to the bank instead.
-- Motivational speaker David Newman
Here's the secret: Losing a deal to a low cost provider can sometimes be more valuable in the long run.
When the lowest priced product or service doesn't meet the expectations of a customer (and often, it won't!!), a deeper appreciation of the price/ value relationship is developed.
This can create a new sales opportunity from what was initially lost - an opportunity for a much stronger business relationship than otherwise may have existed.
Just try and avoid telling your new customer, "Nyah, nyah, nyah... I told you so!" and take the check to the bank instead.
-- Motivational speaker David Newman
