As salespeople (for this post, I speak of all salespeople not just tech) we are often trained to have delusions of grandeur. Our jobs require us to engage people in a manner often outside of the “normal social contract.” We must, to be the best, strive towards an accountability and subsequent stress level that is typically reserved for C-level executives. We ofen fit in rather high tax brackets.
These things create a maverick attitude with grandeur at it's core, so be patient with the following point if it seems a tad delusional.
Salespeople are more numerous in the business world than are Corporate Presidents and CEO’s. Our collective income as salespeople would probably border, equal, or possibly even rival their collective income. This is a statistically unfounded guess, possibly even a delusion, but it helps prove an abstract point so I will use it anyway. Work with me here.
Too many of my sales counterparts are replacement specialists. They look to replace existing services, with little to no change. They are transactional, and often use cost savings as their biggest or (sadly) only tool. They are in the business of revenue attrition for their entire industry. We become watered down, and at best a zero-sum game.
Our collective impact to the economy is massive. If we, as salespeople, allow our services to be sold in this manner, we are letting down our economy.
So what is my suggestion? Many things spring to mind, but I will present the following two for your reading pleasure:
1. Charge More. Yes, that’s right. We must create a heightened understanding of the true value our service brings. We must stop allowing the lowest priced competitor to be the overall common denominator. We must show how our product is worth spending more for, and charge accordingly. If the other guys is cheaper and perceived as good of a fit, walk away. Or change the clients mind with empirical facts of your service. Don’t just change your price.
2. Create Need: No more swapping of service providers for cost savings alone. Find an area of the clients business where they HAVE NO existing solution or service. Benchmark yourself against the status-quo. If an Enterprise level client ever says “we are completely under contract” I generally laugh. My reply? “That’s great, I want to focus on what you aren’t doing for your business today.”
So if any of you reading this is a decision maker or buyer, be careful how much you haggle with a sales rep. He might just be helping your overall net worth.
These things create a maverick attitude with grandeur at it's core, so be patient with the following point if it seems a tad delusional.
Salespeople are more numerous in the business world than are Corporate Presidents and CEO’s. Our collective income as salespeople would probably border, equal, or possibly even rival their collective income. This is a statistically unfounded guess, possibly even a delusion, but it helps prove an abstract point so I will use it anyway. Work with me here.
Too many of my sales counterparts are replacement specialists. They look to replace existing services, with little to no change. They are transactional, and often use cost savings as their biggest or (sadly) only tool. They are in the business of revenue attrition for their entire industry. We become watered down, and at best a zero-sum game.
Our collective impact to the economy is massive. If we, as salespeople, allow our services to be sold in this manner, we are letting down our economy.
So what is my suggestion? Many things spring to mind, but I will present the following two for your reading pleasure:
1. Charge More. Yes, that’s right. We must create a heightened understanding of the true value our service brings. We must stop allowing the lowest priced competitor to be the overall common denominator. We must show how our product is worth spending more for, and charge accordingly. If the other guys is cheaper and perceived as good of a fit, walk away. Or change the clients mind with empirical facts of your service. Don’t just change your price.
2. Create Need: No more swapping of service providers for cost savings alone. Find an area of the clients business where they HAVE NO existing solution or service. Benchmark yourself against the status-quo. If an Enterprise level client ever says “we are completely under contract” I generally laugh. My reply? “That’s great, I want to focus on what you aren’t doing for your business today.”
So if any of you reading this is a decision maker or buyer, be careful how much you haggle with a sales rep. He might just be helping your overall net worth.
Comments