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Salesperson Wimp-Out: Cutting the Price

Written by: Andrew Wall

Article Overview: Salesperson Wimp-Out: Cutting the Price "Boss, if we could just cut our price 15%, we have a chance at the business." Tired of hearing your salespeople say that? The problem isn't your pricing, it's your people. Somewhere they've learned that a good way to compete is to cut the price, and they've gotten away with it. Your job as a professional manager is to train your salespeople to compete, plant their feet, and win the business…on something other than price. Train your salespeople to keep customers loyal to you regardless of price because your company offers something the customer will have to give up if he or she buys on price alone. Sandler Coaching: Learn More to Earn More.

Salesperson Wimp-Out: Cutting the Price

Salesperson Wimp-Out: Cutting the Price

"Boss, if we could just cut our price 15%, we have a chance at the business." Tired of hearing your salespeople say that? The problem isn't your pricing, it's your people. Somewhere they've learned that a good way to compete is to cut the price, and they've gotten away with it. Your job as a professional manager is to train your salespeople to compete, plant their feet, and win the business…on something other than price. Train your salespeople to keep customers loyal to you regardless of price because your company offers something the customer will have to give up if he or she buys on price alone. Sandler Coaching: Learn More to Earn More.

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Article Tags: boss, job, professional manager, salespeople, salesperson, wimp



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Re: Hi from Greenville, SC - [quote="Evan":39hn23oh]Welcome Philip - from my experience in working with different merchant service providers I've found the following criteria to be important: 1) Price - at the end of the day it's very competitive industry and you don't need to be the cheapest option but you can't be too far ahead of the other guys. Automatic volume discounts are also much appreciated. Ones I've been involved with in the past give you volume discounts only if you apply. 2) Service - are you available when I need you? If I call will you be available and help me right away? If I email will you get back to me quickly? People often don't need service from their merchant service provider. It's one of those things where as long as it's working we tend to forget about you running in the background. But when there's a problem it's usually a big problem because we can't get money so we need fast and good quality service. 3) Integration support. Help people get set up. Even offer to do it for them - now that's a great way you can stand out. The integration support from most merchant service providers is terrible. You're pretty much on your own to figure out how their APIs work. I hope that helps - good luck![/quote:39hn23oh] I find all of these to be true on a daily basis. I have a strong hold in my particular area. Fast service is imperative. If I can get a restaurant a new terminal in a couple of hours as compared to the fastest national company(at least overnight) then I win. Being local is huge in my industry. I have successfully managed accounts is other areas. Usually I give them a back-up terminal so if the other one breaks down they can switch out the two ship the broken one to me and have a new back-up the next day. I have done a few online accounts. It is not my specialty though. I have found it to not be too hard if you are using a CMS and your host is at least fair. We can integrate with almost every website. It is usually as easy as dropping a pem file in the correct folder in cpanel. For more difficult ones I have a webmaster that I consult with. Price is the last one. Price is always the biggest. You cant give it away or you have no way to give good service. How apt am I to give back-up terminals or make sure I have 24 hour customer service if the margins don't support it? At the same time I have to be very competitive especially when landing large accounts. I made things too easy on one of my large accounts one time I guess. They thought all providers were like me so when they got a quote for less they switched. 11 days later they called me to help them get their machines downloaded back to my companies settings and their website was completely messed-up. I had to delete everything in the file and reload a back-up I had.
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