Ok, I thought I would offer an anecdote from earlier this week. One of our customers has an unrefined sales rep who works hard but lacks many skills. He had a customer make a design change to a part that was going to cause an 18% increase in the price of the salesperson’s service.<\/p>\n
“Hello customer, how are you today? Wait, I shouldn’t ask you that until I tell you that our price is going to increase 18%. I am sure our competitor will be able to be well under that price if you have them quote it. Now how are you doing?”<\/p><\/blockquote>\n
I kid you not – he still got the order from the customer which is more of a testament to the company than it is to the salesperson.<\/p>\n","protected":false},"excerpt":{"rendered":"
Ok, I thought I would offer an anecdote from earlier this week. One of our customers has an unrefined sales rep who works hard but lacks many skills. He had a customer make a design change to a part that was going to cause an 18% increase in the price of the salesperson’s service. His call to the customer to announce this news: “Hello customer, how are you today? Wait, I shouldn’t ask you that until I tell you that our price is going to increase 18%. I am sure our competitor will be able to be well under that price if you have them quote it. Now how are… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[12,9],"tags":[],"class_list":["post-366","post","type-post","status-publish","format-standard","hentry","category-anecdotes","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-5U","jetpack-related-posts":[{"id":577,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-drop-trouser-sales-move\/","url_meta":{"origin":366,"position":0},"title":"The “Drop Trouser” Sales Move","author":"Derrick Moe","date":"January 15, 2007","format":false,"excerpt":"First off, I have an interest in the Boeing vs. Airbus rivalry. Boeing used to be a customer of mine in a previous role and I have seen their amazing production facility in Everett, WA. The building is unbelievable huge. Anyway, I caught up to this Foxnews.com article - Airbus\u2026","rel":"","context":"In "Anecdotes"","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2228,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/01\/a-bad-place-to-be-in-sales\/","url_meta":{"origin":366,"position":1},"title":"A Bad Place To Be In Sales","author":"Derrick Moe","date":"January 7, 2010","format":false,"excerpt":"I do some IT consulting work on the side as a hobby\/pastime.\u00a0 Call me a geek.\u00a0 In that arena, I have a customer who has been battling to get some information from a prospective vendor.\u00a0 He wants to use their services but has had trouble getting a response.\u00a0 Finally, today\u2026","rel":"","context":"In "Anecdotes"","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":106,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/anecdote-proof-is-in-the-clothes\/","url_meta":{"origin":366,"position":2},"title":"Anecdote – Proof is in the Clothes","author":"Lee Fratzke","date":"June 23, 2006","format":false,"excerpt":"It is Friday so let's go to another anecdote: I was involved in a face-to-face interview with a very confident candidate at one of our customer's offices. We were trying to determine if the candidate was as good at developing new business as he was claiming to be. He had\u2026","rel":"","context":"In "Anecdotes"","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1936,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/gps-buster\/","url_meta":{"origin":366,"position":3},"title":"GPS-Buster","author":"Derrick Moe","date":"March 11, 2009","format":false,"excerpt":"I\u2019m perusing the employment ads again and came across one for a position in North Dakota.\u00a0 The company is using a large, national recruiting firm which is clear from the ad.\u00a0 One problem, the city listing for the ad: Bismarck, MN Since I know we have readers from around the\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":257,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/anecdote-why-ask\/","url_meta":{"origin":366,"position":4},"title":"Anecdote – Why Ask?","author":"Lee Fratzke","date":"August 25, 2006","format":false,"excerpt":"Friday and time for another anecdote as the week winds down. A while back, I was working with one of our clients who has a fairly complex sale in which they offer a high-end solution. Budget is one of the first qualifying questions in their sales process so we mirror\u2026","rel":"","context":"In "Anecdotes"","block_context":{"text":"Anecdotes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/anecdotes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2501,"url":"http:\/\/selectmetrix.com\/blogs\/2012\/06\/the-money-trap\/","url_meta":{"origin":366,"position":5},"title":"The Money Trap","author":"Derrick Moe","date":"June 12, 2012","format":false,"excerpt":"-Discounting is a hot topic in sales especially in this prolonged, down economy.\u00a0 However, discounting is never the best choice regardless of the situation.\u00a0 Here is a good Eye on Sales article speaking to that point. Here is a good suggestion: The first question I ask anyone who thinks they\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/366","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=366"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/366\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=366"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=366"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=366"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}