Our Price Is Too High

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Lowest Price

Ed. – Today we present a classic. Not only a classic HUB article, but a classic complaint that you’ve heard (or used) many times before. Chris relates an experience that both answers the complaint and tells you something about the value of interaction among your sales team

I was in a workshop a few years back with a few different companies, all in similar industries, attending. Within the first hour, an intense discussion had erupted around pressures on pricing.

Many of the sales people present felt that there was commoditization in their markets and price was the sole criteria for decision making. All the sales person does is take price and delivery calls. They can’t get past the purchasing agent or buyer, and have no chance to differentiate their company.

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Our Price Is Too High

Written by on . Posted in Miscellaneous Education, Sales Education No Comments

I was in a workshop a few years back with a few different companies, all in similar industries, attending. Within the first hour, an intense discussion had erupted around pressures on pricing.

Many of the sales people present felt that there was commoditization in their markets and price was the sole criteria for decision making. All the sales person does is take price and delivery calls. They can’t get past the purchasing agent or buyer, and have no chance to differentiate their company.

Others just thought their own prices were too high and it put them at a competitive disadvantage in a time when everyone’s prices are posted somewhere on the Internet.

A sales manager stood and looked to the audience and said, “Well, if price is the only criteria, what the heck do we need sales people for?”

The room went silent. Every single sales person in the room understood this, instantly, and the conversation immediately moved on to ideas on how to sell better and not get locked into a price war. This is an example of yet another benefit of getting your sales team together. In this case, it was a soft reset button on applying strategy to the sales process.

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Introduction to the Sales Education & Training Category

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What is sales education?

That’s something that we’re going to discuss, along with many other related questions, in this category of sales topics. We’ll answer these questions, ask others, try to generate some debate and raise more questions and awareness, and maybe move the subject forward a little.

Moving forward is the primary goal of this category. Why? Because we’re already so far behind.

Let’s go back to the original question – what is sales education? It’s not sales training, although that is an important subject and we will cover it in this category. Comparing sales training to sales education is like comparing army boot camp to a college degree.

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