Showing posts from August, 2009

I can get it cheaper

Most sales people during their career will come across Customers or Prospects that will use you for your knowledge. They know you're pretty good at what you do but that possibly you are a little bit more expensive.

They will ring and ask for a quotation but with no details, generally because they themselves don't know the specifications, for example; "Can you give me a quote for a Laptop?". Now like the good little trusting person you are you will spend the next 10-20 minutes tracking down a machine, maybe make a couple of calls for prices and availability and type out the details all at the expense of your employer.

Having done a good job you will expect to 'get the order' but Oh no Mr Customer has just used you! They are now cutting-and-pasting your hard work into an email and asking all your competitors to quote! Now I suppose most people would say "And whats wrong with that?" apart from the fact that it tends to make you distrust Customers when t…