Two great sales guys showed up at my door this afternoon to talk about a new service that they thought that I might need. While the meeting was good, my conclusion was not in their favor, and here is why.
I am using a competitor, and frankly I see them as being the same. There is no way, other than price could they differentiate themselves from the other company, and there was no need for me to change.
Nevertheless, they did a good job of asking questions, but could not get over the "change" issue. I had trained their company before, so I even knew what their product could do...but again not a reason to change.
Here's the take away, if you know that "change" is going to be the obstacle, then have the answer for it.
I give them credit, though, for a good job.
Good selling,
Steve
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About Me
- Stephan Schiffman
- New York, NY, United States
- Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant, and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, DHL, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies. Stephan Schiffman's business acumen has a solid foundation. Before founding D.E.I Management group he was a broadcasting executive and an account executive for a brokerage firm. As the Director of Training and Development for an international organization, he created and conducted training programs for thousands of people throughout the world. Since his programs have been integrated into the sales culture of major corporations, Steve is frequently asked to be a guest on national radio and television shows. Steve is the author of over 30 best selling sales books: Cold Calling Techniques (That Really Work!), The Consultant's Handbook, and many more!!
4 comments:
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So if you trained their company, then you are admiting that you and your training are useless and ineffective, otherwise they would have been prepared.
Those two sales people should know, that maybe it was for the best---who knows, maybe you could have been a very difficult, demanding client, not profitable or worth their time and effort in the end???
Or you don't live up to your financial obligations.....
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