Well folks, this is a statement that is well received in the reseller world. The objective in a reseller environment is to buy as low as you can and turn around and sell it for maximum profit. I agree with this concept on a certain level but there are some underlying morals that I take into consideration determining a sell price.

In today’s economy competitive pricing is the first thing any purchasing agent will consider. The bottom line and the relationship at hand between the sales person and buyer are two factors that will determine aggressive decision making. So many of my customers react to relationship first and then they will take that magnifying glass and take a close look at the bottom line price. When I am pricing items for a customer I consider several factors.

1.Customer spend over the last 6 months.
2.Is the customer fishing elsewhere for a better price with a competitor?
3. Loyalty as a first right of refusal on quotes.

All of these factors will determine competitive pricing for my customer. Supply and demand will never play a role in pricing with loyal customers. Price gouging is not a very effective way of doing business. Loyal customers will soon be lost customers.

A wise man once taught me After all, Never bite the hand that feeds you!

Bookmark This !

“An agreement between parties”
This phrase listed above has many complex components encompassing a wide range of rules and regulations.
When a typical salesman or saleswoman closes a deal or puts a deal in place this is the first step of cyclical business. As we saw last week in “The Relationship Building” post the deal that was truly in the works from initial contact between salesperson and customer has come to fruition. This is a wonderful time for that salesperson to look back and see how it all began as an initial greeting to a presentation then to a review of content finally to a deal closing ritual known as the old fashioned handshake.

Now let’s take a closer look at this time line of events. Let’s be honest folks everyone develops and maintains relationships in different ways. For instance some sales people are extremely aggressive and they will harass the customer in order to close the deal and others are more relaxed and passive in their deal closing. Both approaches have the same goal in mind as well as a deal to close but which one is truly the best way to do things?

How many times have you been in a situation where an aggressive salesperson has approached you to purchase either a service or a product by suggestive selling? A perfect example is the realm of auto sales, some may refer to these salespeople as animals…But they get the job done!!!
Then we can look at the laid back passive salesperson who is very gentle with the potential customer and suggests a few products or services and backs off. Is this a real salesperson or is this just a body in the store?

Well folks one will never know what closes the deal or what personality is needed to be successful. Everyday deals are closed in all businesses and huge amounts of cash are exchanged but we will never know what goes on in the minds of the final decision maker!!!

All salespeople go out there and close those deals!!!

Bookmark This !

The very essence of a salesman is a person employed to represent a business and to sell its merchandise (as to customers in a store or to customers who are visited.
This is a fantastic rendition of what a salesman could be however I take it all in stride. In my opinion a true salesman sells nothing tangible but a salesman should be considered to be a relationship builder. When I use the term “relationship builder” this encompasses many aspects of the trade starting from day one of sales.

The first endeavor a salesman sets out to do is to reach a specific audience which will in turn become a hot lead. This hot lead will become a first time sale and that will lead to cyclical business. In a perfect world this sounds great but let’s be real here folks in a perfect world what will bring you the highest level of cyclical business?

How many times have you gone out to dinner to a local restaurant or have gone shopping at a local boutique and find that you return to that business because of the relationships that you build with an owner or worker? The food might not be the best or the prices in that boutique might not have been the best but you will return because you enjoy the company in that setting. The worker has done his or her job by building that relationship with you driving sales and bringing you back once more. That is a perfect sale without selling anything! Relationship building, befriending of all possible clients and trust building are all necessary ingredients that will build your client base raising your sales way past your quota!

Build those relationships whether on the phone or door to door you will be a true success in your realm of the sales arena!!

Bookmark This !