Selling today has in many cases, become like a giant shell game, or what I designate as the Big Pow Wow. For those of you who have no idea what I mean, let me explain. A few years ago, when the white man invaded the country of Indian origin, they would often bring gifts. The gift exchange was performed with a variety of ritualized behavior on the part of both parties. When all was said and done, if the white man fled with his head was a good day. The two groups or parties were selling — Indians the right to continue hunting, or even live, and the white invaders, their goods and trinkets to the east in exchange for their orders of final days to enter the land away from Native Americans. Besides, if you have Native American blood donÂ't please take umbrage at this point.
Flash leta OK before 200-250 years and what have we got? You and I are negotiating what we (the product or the service we offer – our customer wants or needs) to their wampum. (It's money, folks.)
Some Indians, without White men often went away after having given much, feeling they had been taken to the cleaners. Today, Many sellers give far too much in the way of margins, discounts and additional services to meet the requirements or expectations of perspective. They handle the sales process as a set of large shell or outdated Pow Wow.
Customers today want value, not trinkets, where competition is high, choices are growing, and quality service and timely communication are the hallmarks of positive relationships, but sellers can no longer afford to live with the illusion that they can cope with World Series tickets, dinners at expensive restaurants or special gifts. People are too smart today as they were 200 years ago, perhaps even more intelligent.
Caution not to fall into the trap of giving more than is necessary. Most customers today would rather a fair price, a good value and professionalism of much more than all these things are unnecessary, irrelevant or temporary.
If you want to ride into the sunset with your head where it belongs – on top of your shoulders, to learn what your customers really want, not what you think they want May or even tell you they want.
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, ThatÂ’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com.
Article Source: http://EzineArticles.com/?expert=Tim_Connor
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