Farquharson/Tedesco on Business Development: Stamping Out Sales Whining
As for prices, yeah, that's an issue. Clients are shopping for the lowest cost. Can you imagine? The audacity of someone to seek out the best price on something as unique as ink/toner on paper after the hard work you've done to get something to quote on.
But, come to think of it, can you blame them? If all you are doing is throwing around quotes, why should the customer see you as anything more than a supplier? And it's not as if they are the only ones doing it, either. When you buy a car, do you walk in to a dealership, check out the sticker price, and write a check? Of course not. You call around, search the Internet and then haggle. And, why not? Cars are a commodity, right?
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
