The Problem is ALWAYS How You (And I) Think
Lest you think that I’m always talking about YOU in this column, suffice it to say that we are all guilty of stinking-thinking. In fact, I believe that virtually every problem/issue we have in our life has to do with lousy philosophy.
In sales and business…same thing applies.
If you’re having trouble with price pressure, it gets back to how you think about your value…and thus, how you communicate it to the world at large.
If price pressure is your thing (meaning, customers don’t want to pay you your asking price) then it begins with your thought process on how you depict / illustrate / position your value.
Not getting to the right level inside your prospect company?
It’s a thinking problem first. How are you thinking about your value…and where that value shows up inside your clients? Do you think it’s Purchasing Agent “value” only? Then, that’s where you’ll end up? Change your perception of your own value to be more “presidential.” Afterall, if you don’t ‘get’ your value, how do you expect others to?
Can’t Close The Sale?
Thinking problem. Stop thinking about pressuring someone to close. Begin thinking about your solution as solving a problem that is driving the prospect crazy. If their pains aren’t driving them nutty, then why are you suggesting change?
Oh, because you need the business, you say. Well, that brings me to another thinking problem.
Neediness
Stop the neediness bit. It doesn’t work so well anymore. We’re all looking for a bit of certainty in an uncertain world. The last thing a scared prospect needs is a scared sales person.
Filed Under: Observations on Business • VP Sales
