General Sales
You Inc. A Strategy For Better Sales
By Jim Domanski
Mar 17, 2004, 14:18

(Note
About Author: Learn to maximize the most from every
sale by getting Jim Domanski’s ebook Add-On
Selling. Click
here to order: www.salestrainingcamp.com/products_main_addonselling.htm)

Oh,
I vividly remember when they took away the corporate credit
cards from the sales reps at a major company. There was a wailing
and a gnashing of the teeth that could be heard countrywide.
The sales force lamented and as one, cried in unison that ‘entertainment’
was vital to their sales success; that frequent visits to their
clients were instrumental to keep the client happy; that competitors
would pillage the field; that this was the beginning of the
end for sales in the company.

“Go
ahead and entertain,” said management, “Visit if
you feel it necessary…Just use your own credit card and
we will reimburse you.”

The net
result was a 92% decrease in entertainment. Sales visits dropped
by 56%. And sales? Sales did not decrease…at all. Meanwhile,
profitability rose. Isn’t it amazing?

I am referring
to the little fact that when the sales reps had to fork out
their own cash, even when reimbursed, there was a whole new
perspective on expenses. Suddenly, there was budgetary constraint.
Suddenly there was greater fiscal responsibility. Suddenly,
there was a greater appreciation for cost. And in doing so,
there was greater profitability. So what’s the point?

The point
is this: when you begin to see yourself as the president of
your own company, fiscal responsibility takes on a whole new
meaning. This week’s Vitamin is on how you can battle
price, sell more effectively, make more money and launch a career.
A Dose of Reality

Bottom line?
Many sales reps are not savvy business people. Not because they
lack the skill but because they lack the experience. Most never
look at a balance sheet or an income statement, at profit and
loss, at the cost of goods sold, and all those other accounting
principles. And the net result of all this is that they run
to managers with outlandish requests for price cuts, concessions
on shipping, extraordinary terms, freebies and the like. And
when they don’t get it, it’s like the end of the
world. They sulk. Listen to them in the coffee room. They say
nasty things about ‘giving up the business’, about
‘being the most pricey company in town’, about ‘not
caring’ for the customer.

Are you
guilty of this from time to time? Be honest here. I know I was
at one time. You see the problem with all this is that is makes
you less effective as a sales person.

• 
  
  
  

  This
  attitude prevents you from thinking about solutions for both
  the customer and your company.

  
  
  
  


• 
  
  
  

  This
  attitude prevents you for sharpening your skills.

  
  
  
  


• 
  
  
  

  
  This attitude prevents you from evolving and growing.

  
  
  
  


• 
  
  
  

  
  This attitude prevents you from becoming truly great at selling.

  
  
  
  


• 
  
  
  

  
  This attitude makes you a victim.

  
  
  
  


• 
  
  
  

  Turning
  the Tables

  
  
  
  

• 
  
  
  

  
  You’ll experience less stress and frustration in selling
  because you’ll stop whining about price, terms and conditions

  
  
  
  


• 
  
  
  

  
  You’ll spend more time thinking and planning your calls
  which will make you sharper and more focused in your dealing
  and negotiating

  
  
  
  


• 
  
  
  

  
  You’ll spend more time working on accounts that really
  matter

  
  
  
  


• 
  
  
  

  
  You’ll come up with ‘win/win’ solutions
  where everyone profits…including you

  
  
  
  


• 
  
  
  

  
  You’ll learn to fire those accounts who have made your
  life hell with their demands

  
  
  
  


• 
  
  
  

  
  You’ll become a better negotiator and a superior sales
  consultant by making good decisions

  
  
  
  


• 
  
  
  

  
  And when you do all that, you’ll make more money

  
  
  
  


• 
  
  
  

  
  You’ll become internally marketable: people in your
  company will take note of your expertise and wise decisions;
  that could mean a career

  
  
  
  


• 
  
  
  

  
  You’ll become externally marketable; others will want
  your services.