At the being of this article, I wrote, ‘XYZ has been locked in a three-way sales battle with its main competitors for some time. All the players in the marketplace sell the same commodities at pretty much the same price, and any gap in customer service level differences is hard to define.’ XYZ is not the only business that finds itself in this trading situation.
My cold caller opening sales pitch was: ‘We can save you money.’ Instantly aligning his company products and services as now different from his competitors.
A funny thing happened on the way to the forum. Seems a very appropriate header as I look at those bewildering and often puzzling items that cross my desk. And often provoke a just WHY? thought.
Sales professionals must possess the winning gene; making sure the deal contains sufficient profit is not part of the mantra of many sales professionals. They believe that their bosses will have considered the pricing structure they provide them to have sufficient money to pay their wages and bonus and fulfil the contract to the customer’s satisfaction.