« Your Niche | Main | Dan Gets Buzzed at Buzzoodle »

Jun 9
Chronicles of a Desperate Sales Rep

About a month and a half ago, I inquired about a resume search package from a very well known, widely used online job and resume service.

I decided not to use them.  They were really high priced, in my opinion, and their pricing structure didn't make sense.  I told the sales rep who handled my inquiry that I didn't think it was right for us, and that the pricing seemed a little high. 

Since then, its been a never ending string of e-mails and phone calls.  The latest came earlier today, when I got this e-mail from him:

Hope all is going well over there.  I just wanted to email you and let you know about some discounts that I can offer you guys right now thru the 14th of June.  The following prices could be offered for the local search:
 
1 month local search - $350
2 months local search - $294/month ($588 total)
3 months local search - $259.33/month ($778 total)
 
Let me know if this promotion is something that might catch your interest.  Have a great day and I look forward to speaking to you.

Nice enough message.  The problem, though, is that his pricing is now at a 20% discount over where it started.  Translation: When I was a new buyer, he wasn't going to discount a thing.  Now that I've cooled off, he's slashing prices.

That's not a good strategy, in my opinion.  First, it looks desperate and cheapens what he is offering.  Secondly, it ticks me off that he had the power to go with lower pricing but didn't. 

What would get me to do business with them?  I don't know.


2 Comments/Trackbacks




Whenever I am approached with "rate" selling or "quote" selling I always know I am dealing with an amatuer salesperson.

For any salesperson reading this I would ask, "If you sell by price, why are you necessary?"

I think the number one skill a salesperson should learn is to translate the value of a product or service into the world of the prospect. Without value any price is too much. It really is a bit insane to even discuss price until the value is translated to the prospect. It just makes no sense.

After this translation takes place, the transfer can take place. The sale is only a means of transfer of value. The prospect will transfer his value, money, to your company only if what you have is more valuable to him.

Prices are numbers with value association links in the mind of the prospect. If your approach is to come out of the gate with a number without building any links, you LOSE!


» Analysis of The Desperate Sales Rep from LandingTheDeal
Low price guessing works great, if you happen to be a game show host.  But it doesn't work too well if you're in sales. Sean Woodruff makes good observations about our posts here at LandingTheDeal, and he chimes in... [Read More]

submit a trackback

TrackBack URL for this entry:

post a comment

Name, Email Address, and URL are not required fields.





Comment Preview

« Your Niche | Main | Dan Gets Buzzed at Buzzoodle »

Advertise

recent comments

    sponsored ads



    subscribe


    Prefer Email?
    Subscribe below-

    Enter your Email:


    Powered by FeedBlitz What's this?

    Current News

    Support This Blog

    blogroll


    My site was nominated for Best Business Blog!

    business social media

    Use these fast growing business social media sites to promote your business, feature your products, spotlight your business leaders, create links, and drive traffic back to your company site, all for free!

    BIZZlogos - Add your logo - free link to your site
    BIZZphotos - Add photos of your products and people
    BIZZprofiles - Submit your profile and build your online visibility
    BIZZspotlight - Spotlight your business with free links
    BIZZvideos - Videos about businesses, products and business people.
    BIZZbites - "Digg" for Business - Submit your articles and posts

    Know More Media - Sales / Marketing

    know more media network

    View Network Map

    Network Feed List (OPML)

    Know More Media Network
    Feed


    we support unitus

    PRWeb

    Influencer



    LandingTheDeal is a member of the Know More Media network of business related blogs.

    Here are some current headlines from some of our business publications:

    ProductivityGoal

    CallCenterScript

    AdHurl

    TheBizofKnowledge

    LandingTheDeal

    CustomersAreAlways

    HealthCareVox

    BrainBasedBusiness

    TheInsurancePolicy

    MarketingBlurb