The Cistek Group - Value Proposition Development and Value Seller Training

Recession's Effect On Order Losses

Prior to the recession when we polled people about the cause of their order losses the answer most often included a reference to either the competitor's "low-ball price" or to their own price being just "too high". What those answers mean and whether or not they are even honest answers is a whole other topic and not the subject of this article. The point is that those answers imply that orders were being lost to a direct competitor. In this recession, the answer we are getting to the same question is . . . <COMPLETE ARTICLE>

Recent Articles

Been on vacation and missed our recent newsletter articles? Here is another opportunity:

How to Handle Abusive Customers/Prospects

Simplify Your Message - Marketing and Selling In A Recession

Reflections

The events of this past week have moved me to reflect on the decline of civility in our society. Examples abound whether it be a joint session of congress, the U.S. Open Women's seminfinal, and perhaps the least shocking venue, the MTV Video Music Awards. As rude and virulent behavior spreads through our institutions we cannot let it permeate our marketing and sales activities. I have never seen anything gained in a sales situation by ridiculing, humiliating, or treating a prospect with disrespect. On the other hand, I have seen many orders won despite outrageous, inaccurate, and inflammatory statements having been made by a prospect during the sales process that were treated non-emotionally and respectfully by the salesperson.

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