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Hub You - The Best Stuff vs. The Right Stuff: What Quality Has to Do With Getting Full Price, Rate or Fee
Is your career all dried up? Do you feel as if you are wandering in a professional desert? If this describes you and your career, then this article was written for you. You are a desert traveler. There are seven reasons your career has dried up, and there are seven solutions.Reason #1, there is one specific area, which stands out more than others, in which you have allowed your career to get off track. You must identify this area where your career is all dried up. I know, for some of you, it feels as if your entire career is going nowhere, but there is a root cause. Try to take a 10,000-foot overview of your career and find the one area that is in the most need of repair and start there. If you are having trouble identifying this area ask others whom you know and trust. Believe me, they have not
Many salespeople feel that they’re in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn’t mean that you automatically must sell it on price.
A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace – something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies
Information systems are classified into two major categories, according to international developments: A. On-line transactional processing systems (also called operational systems)B. Decision support systems (DSS)Α. On-line transactional processing systems OLTPs are systems which serve transactions with suppliers, partners and customers, as well as internal business transactions. They support operations throughout the value chain of the Organization:Supply Chain Management (SCM)Production support (e.g. MRP, Advanced Planning & Scheduling)Customer interface management (e.g. sales, order management and billing) (CRM) Finance and Accounting (ERP)Sales force automationWeb channel operati
“But I Can’t Sell on Quality…Ours Aren’t Really the Best on the Market.”
Most salespeople believe that quality means “best.” But quality does not really mean best. Quality means conformance to standards and expectations—your prospect’s standards and expectations. Quality means the right stuff—not the best stuff. Quality is the correct stuff for your prospect’s requirements and needs, not the best stuff made.
For example, what is a quality tire for your car? The only way to answer that question is to ask another question or a series of questions: What are you going to use the car for? Are you going to race it? Or drive to work in the snow? Go out and buy the best racing slicks you can get, put them on your power-traction wheels, and see how fast you can accelerate in six inches of snow. Or put racing slicks on your front wheels and see how fast you can stop on wet pavement, going downhill. You might say that you bought the “best tires money could buy,” but you’ll be disappointed in their performance under those conditions.
Avoiding the “Your Price Is Too High” Objection
If you want to avoid the “your price is too high,” conversation with prospects, you’d better have “the right stuff.” Selling certainly includes telling your prospects that your offering is the correct product (and why it’s the right stuff) for them. But if your offering is not the right stuff — if you’re selling high quality walnut wood and your customer only needs cheap plywood, for example — the only way you’ll get your customer to buy the wrong stuff is to cut your price. If they’re building fine furniture, they might buy your walnut. But if they’re putting in subflooring, they won’t: They don’t need it, don’t want it, and can’t afford it. The only way you’ll sell them high quality walnut for subflooring is to cut your price.
If you don’t have the right stuff for your customer – the quality of products or services that conform to his or her standards and expectations –you have a problem. You will never get full price, rate or fee for products or services if you try to sell your prospect the wrong stuff for the specific application he or she needs it for…you’ll be selling high quality walnut at the price of plywood!
“But I Sell a Commodity — and People Buy Commodities Solely on Price”
Many salespeople feel that they’re in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn’t mean that you automatically must sell it on price.
A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace – something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies a
If you're like most of us, as soon as you've paid your fee to become a distributor, the first thing you want to know is: "How do I build my organization and make "X" number of dollars a month?" Amazingly, a lot of big money earners may give answers to that question that bring you no closer to achieving your goals than you were before.For example: 1. "Talk to people." (Unfortunately, when a new recruit says he or she is not having success doing that, the sponsor or trainer generally says, "You have to talk to MORE people. It's a numbers game!"); 2. "Run some ads." (Without ad-closing training and some experience with your product or service, you or your recruits probably will blow all the leads); 3. "Send brochures or tapes to a mailing list." (This could work with the RIGHT envelope, the RIGHT cover
For example, what is a quality tire for your car? The only way to answer that question is to ask another question or a series of questions: What are you going to use the car for? Are you going to race it? Or drive to work in the snow? Go out and buy the best racing slicks you can get, put them on your power-traction wheels, and see how fast you can accelerate in six inches of snow. Or put racing slicks on your front wheels and see how fast you can stop on wet pavement, going downhill. You might say that you bought the “best tires money could buy,” but you’ll be disappointed in their performance under those conditions.
Avoiding the “Your Price Is Too High” Objection
If you want to avoid the “your price is too high,” conversation with prospects, you’d better have “the right stuff.” Selling certainly includes telling your prospects that your offering is the correct product (and why it’s the right stuff) for them. But if your offering is not the right stuff — if you’re selling high quality walnut wood and your customer only needs cheap plywood, for example — the only way you’ll get your customer to buy the wrong stuff is to cut your price. If they’re building fine furniture, they might buy your walnut. But if they’re putting in subflooring, they won’t: They don’t need it, don’t want it, and can’t afford it. The only way you’ll sell them high quality walnut for subflooring is to cut your price.
If you don’t have the right stuff for your customer – the quality of products or services that conform to his or her standards and expectations –you have a problem. You will never get full price, rate or fee for products or services if you try to sell your prospect the wrong stuff for the specific application he or she needs it for…you’ll be selling high quality walnut at the price of plywood!
“But I Sell a Commodity — and People Buy Commodities Solely on Price”
Many salespeople feel that they’re in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn’t mean that you automatically must sell it on price.
A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace – something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no sure fire route to commercial success, these processes improve the probability that good ideas will be generated and selected and that investment in developing and commercialising those ideas will not be wasted.One of the most important aspects of creativity and innovation is access to decision makers. One of the fastest killers of creativity and innovation is the inability of innovators to get products off the ground – and when people see tha
Avoiding the “Your Price Is Too High” Objection
If you want to avoid the “your price is too high,” conversation with prospects, you’d better have “the right stuff.” Selling certainly includes telling your prospects that your offering is the correct product (and why it’s the right stuff) for them. But if your offering is not the right stuff — if you’re selling high quality walnut wood and your customer only needs cheap plywood, for example — the only way you’ll get your customer to buy the wrong stuff is to cut your price. If they’re building fine furniture, they might buy your walnut. But if they’re putting in subflooring, they won’t: They don’t need it, don’t want it, and can’t afford it. The only way you’ll sell them high quality walnut for subflooring is to cut your price.
If you don’t have the right stuff for your customer – the quality of products or services that conform to his or her standards and expectations –you have a problem. You will never get full price, rate or fee for products or services if you try to sell your prospect the wrong stuff for the specific application he or she needs it for…you’ll be selling high quality walnut at the price of plywood!
“But I Sell a Commodity — and People Buy Commodities Solely on Price”
Many salespeople feel that they’re in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn’t mean that you automatically must sell it on price.
A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace – something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies
The Internet is part of a revolution that is causing business a lot of headaches. With its networked communities, based on trust and candour together with a huge contempt for corporate smugness.The fact of the matter is that assumptions about consumer behaviour never related to how people lived their lives.However corporate greed is now busily investing huge amounts of money in the Internet; Microsoft $6 billion, Google $3 billion, WPP $650 million, all in the space of a few weeks.Their return will come through eyeballs, get enough eyeballs, shown them enough advertisements, and that will make nice profits for everybody involved.In the past this formulae has produced a ton of money. However we have paid a price, it has produced television programming where one programme is indist
If you don’t have the right stuff for your customer – the quality of products or services that conform to his or her standards and expectations –you have a problem. You will never get full price, rate or fee for products or services if you try to sell your prospect the wrong stuff for the specific application he or she needs it for…you’ll be selling high quality walnut at the price of plywood!
“But I Sell a Commodity — and People Buy Commodities Solely on Price”
Many salespeople feel that they’re in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn’t mean that you automatically must sell it on price.
A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace – something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies
Real estate prices have sky rocketed in recent years all over the country, and in most states the average home price is higher than the median income in some areas. Every buyer wants to find affordable real estate, whether it is a new or used home, a foreclosed property, or an estate being sold through probate. No one wants to be house poor, which is why now more than ever, there is a great demand for properties that won’t break the bank for the buyers. Interest rates are higher now than last summer for instance, which is also a contributing factor facing sellers and buyers alike.Higher interest rates raise the total amount of the loan, and variable rate mortgages can be risky for some consumers. It is always beneficial to consult the professionals at lending institutions, as well as real estate agents,
Many salespeople feel that they’re in a commodity business, and they believe because of that, they absolutely must sell on price. But nothing is further from the truth. Selling a commodity doesn’t mean that you automatically must sell it on price.
A commodity, by definition, is any item that cannot be easily distinguished from others in the marketplace – something that is in direct competition with a large number of other extremely similar products or services. For example, suppose we have two water glasses for sale that are identical in terms of size, shape, appearance, etc. If we tell you one sells for two pennies and the other sells for one penny (and you’re buying water glasses – not wine glasses), which one are you going to buy? You’re going to buy the one-penny glass, of course, because all other things being equal, people buy on price, right?
But that’s just not true. Other things are seldom, if ever, really equal. What if you don’t like the salesperson who is selling you the glass? What if the glass won’t be shipped to you until next month? What if the vendor only has 8 glasses, and you need 12?
It is the salesperson’s job to make sure the customer knows: (1) that other things are not equal, and (2) the he or she should buy the salesperson’s (higher priced) commodity item because it’s actually a better deal. And it’s a better deal because the service is better, the delivery is better, the salesperson him/herself is better, and so on. The product or service itself may be identical to others in the marketplace, but all the things involved in getting the product or service to customer differentiate one vendor from all the others.
There is ample evidence that even when the product is equal to another—identical product—people don’t always buy on price. Think of your neighborhood convenience store. Typically, just about every item you’ll find in a convenience store is more expensive than it is in a grocery store. The very fact that convenience stores exist proves that people will pay more for the exact same product (as long as there is some valuable differentiation – in this case, convenience). Milk is sometimes as much as $1.50 more a gallon at a convenience store. But If you get a craving for some cookies in the cupboard at 11:00 at night, but you don’t have any milk, chances are very good that instead of driving all the way to your grocery store, you’re just going to run up to the convenience store, pay more for the milk and get home so you can have cookies and milk while you watch Leno.
The Final Word
As a salesperson, you MUST differentiate your company’s product and services from your competitor’s some how, some way. That is what selling is all about. Otherwise, a computer could answer the phone, direct the customer to a price quote on the web, and all orders could be filled digitally as well.
Think about the last time a prospect told you they could get the same product or service at a lower price. Was it really the exact same thing? What were / are the differences between your product and the other guys? The way you deliver it? The service you offer?
The facts are, other things are never equal—and even if the product or service is identical to another, prospects rarely buy only on price. Remember: consumers and corporate buyers say t
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