Please Scroll Down to See Forums Below
S
shrimp poboy
Guest
Drives me out of my mind!!Im in sales and I deal with this bullshit daily now there is a right and a wrong way to do business and nickel and diming is not it.Discuss
stephen4327
UGK
profit is the name of the game
S
shrimp poboy
Guest
But when you ask me to do my job for free I draw the line
stephen4327
UGK
very true. what type of sales?
S
shrimp poboy
Guest
I do design and consulting as well as equipment sales for night clubs ,bars and restauraunts
jnevin
New member
You gotta build those relationships brah. Established trust and service are something people will always pay for. Unfortunately it takes longer to do that and get a loyal customer base than it does to get paid on one deal. And you can't eat if you're waiting for those first couple of deals.
S
shrimp poboy
Guest
Your right my business is growing but just an example I met with what I thought was gonna be the perfect customer on 52,000 worth of walk in coolers and I asked if she had any more questions and she said yes 1 more how much discount do i get?
mrplunkey
New member
62% off! Cut that price till you're losing money on every sale!
How do you make-up the loss? Easy, volume!
j/k... I know it sucks, but I think price pressures are coming with a vengeance. People have to pay those new, higher tax tabs soon.
S
shrimp poboy
Guest
The worst is when you bust ass doing a quote and the asshole takes it to the competition and says beat it
jnevin
New member
True, but once you earn their business, they're loval for life. I did a loan for an Indian guy that owns a chain of magazine stores. He ruined me on the pricing, but I eventually got the deal. I've done loans for every one of his local friends and family members since, and they never once batted an eye at what I charged.
S
shrimp poboy
Guest
mrplunkey
New member
I agree, but 95% of all salespeople will tell you: "I never sell on price! That's weak!". But guess what? 50% of all sales are above the average selling price, and 50% of all sales prices are below the average selling price. So 45% of those sales reps are lying!
where did you get these statistics? are we talking about selling one thing in particular? or everything in general?
jnevin
New member
The average selling price and the price that's sold have nothing to do with each other. People spend what they want to, and the item purchased isn't all that goes into it.
agreed...Depending on what your selling, people will pay for customer service, warranty, how much they like you. There is a lot that goes into sales besides the actual product
mrplunkey
New member
Personal experience. We used to get new business reports (disposable medical products) and they'd check the box: "creative sell", "relationship sell" or "features and benefits sell" 95% of the time. But then lo and behold, our ASP would closely track the ASP of our competitors. So how did that happen?
jnevin
New member
Personal experience. We used to get new business reports (disposable medical products) and they'd check the box: "creative sell", "relationship sell" or "features and benefits sell" 95% of the time. But then lo and behold, our ASP would closely track the ASP of our competitors. So how did that happen?
So, pretty much one thing in particular.
mrplunkey
New member
It all comes-down to a sweaty-palms sales rep in a purchasing manager's office saying: "And we can match your current price!". Either that or: "And we can beat your current price!"
ponyfitness
New member
I deal with equipment that is priced about 20-30% higher than competitions on a regular basis. You learn to sell based on value and relationships, not undercutting the other guy.
The first thing that comes out of my mouth when I hear "the other guy is x amount less" is "is price the number one decision factor?" Usually I have already established a long time ago that it isn't and we have better features, technology, service etc.
Don't waste your time on price shoppers. They will only be the biggest pains in the ass down the road because they expect everything for nothing.
The first thing that comes out of my mouth when I hear "the other guy is x amount less" is "is price the number one decision factor?" Usually I have already established a long time ago that it isn't and we have better features, technology, service etc.
Don't waste your time on price shoppers. They will only be the biggest pains in the ass down the road because they expect everything for nothing.
jnevin
New member
In medical equipment, yeah. A good friend of mine was a Glaxo rep for years and just hated that shit. Now he's in Austin selling spinal implants and it isn't quite as bad from the sales angle. The micro managing is a bitch.
Selling stuff like that already has a margin built in. The company is making its money no matter what. They try to find sales people that can sell it higher to get some cream. That's no surprise. Selling goods and selling service are miles apart.
S
shrimp poboy
Guest
jnevin
New member
And they're the ones screaming the loudest when you give them what they pay for.
The fitness industry rules. Any quality piece of equipment can only be purchased from one dealer brand wise per city/area. And on-line sales are not allowed so you don't have worry about some assmunch selling shit out of his garage cheap.
chazk
New member
Wife and I always try to get a deal.
We are not rude about it or anything.
I ask questions like
" do you beat other stores advertised prices "
" is this the best price you can do "
" If I buy more then one would i get a discount"
" any special promotions or sales going on"
Pretty basic questions . Usually the store sales man always has a 10% off coupon laying around or is willing to knock a few bucks if you buy right then.
What i usually do is goto 2-3 stores and see what the best deal is on the same product ,then go to the lowest price store
for instance when we bought our new stove,fridge,dishwasher and microwave
I found the best deal online at a store out of state Lowes was willing to meet the price give a aditional 10% off then give fee delivery.
Ofcoarse the 10% off saved us 400$ upfront then 75$ in delivery cost.
But as far as nickle and diming every person I dont do anything like that unless we are at a yardsale ,bazzar or flea market where i know the people might give a decent deal if you make a fair offer.
We are not rude about it or anything.
I ask questions like
" do you beat other stores advertised prices "
" is this the best price you can do "
" If I buy more then one would i get a discount"
" any special promotions or sales going on"
Pretty basic questions . Usually the store sales man always has a 10% off coupon laying around or is willing to knock a few bucks if you buy right then.
What i usually do is goto 2-3 stores and see what the best deal is on the same product ,then go to the lowest price store
for instance when we bought our new stove,fridge,dishwasher and microwave
I found the best deal online at a store out of state Lowes was willing to meet the price give a aditional 10% off then give fee delivery.
Ofcoarse the 10% off saved us 400$ upfront then 75$ in delivery cost.
But as far as nickle and diming every person I dont do anything like that unless we are at a yardsale ,bazzar or flea market where i know the people might give a decent deal if you make a fair offer.
Come on guys has anyone gone to sales school? Sales are all about 3 things:
1. Price
2. Quality
3. Service both during and after the sale
If you are down in one area use the other as a wedge to prop yourself up. IE.. Sure you can get that cheaper from Joe. But Joes doesn't have a service team like ours the rep has to come 250 miles to service that. You could be down for 2 days! Is that worth it?
1. Price
2. Quality
3. Service both during and after the sale
If you are down in one area use the other as a wedge to prop yourself up. IE.. Sure you can get that cheaper from Joe. But Joes doesn't have a service team like ours the rep has to come 250 miles to service that. You could be down for 2 days! Is that worth it?
Razorguns
Well-known member
If you're coming down on price - you're admitting that you're overpriced and others can do it cheaper.
If your product kicks ass, or is the lowest, or supply is limited - you don't have to do shit. Cuz you know they can't get it better or cheaper. You have the upper hand.
So concentrate on that. During summer a/c salesmen don't have to lower shit. Hot strippers don't have to lower squat. The hottest actor doesn't have to lower his salary. The inventor of a product that custs your cost 50% doesn't have to haggle, the greatest programmer can always set his own salary, the model who's in demand around the world, can go to the higest bidder for her time, etc. etc. etc. You get the point.
I sell my services. I'm mindblowing in what I know and do. I don't have to lower my price for anyone. "The power in negotiations is in the person who has the power to say no". Memorize that (works in relationships too hehe).
r
If your product kicks ass, or is the lowest, or supply is limited - you don't have to do shit. Cuz you know they can't get it better or cheaper. You have the upper hand.
So concentrate on that. During summer a/c salesmen don't have to lower shit. Hot strippers don't have to lower squat. The hottest actor doesn't have to lower his salary. The inventor of a product that custs your cost 50% doesn't have to haggle, the greatest programmer can always set his own salary, the model who's in demand around the world, can go to the higest bidder for her time, etc. etc. etc. You get the point.
I sell my services. I'm mindblowing in what I know and do. I don't have to lower my price for anyone. "The power in negotiations is in the person who has the power to say no". Memorize that (works in relationships too hehe).
r
I can tell someone has been reading to many motivational books...LOL
ponyfitness
New member
So true. It's funny because as a trainer I don't ever negotiate because I keep a small roster and don't have time for BS. And I have the results/testimonials to back me up. In my sales job I have average experience but lots of confidence - hard to translate over sometimes.
mrplunkey
New member
I have a good bro that's made a very nice living in medical sales, but one day he told me that know matter what success you've had in the past, you're only as good as your last month's numbers.
Apparently in his company it's easy to go from the penthouse to the outhouse
Yup! In the disposable/consumable medical devices industry, you're only as good as your last month's sales.
Either get the business or get fired. Coffee is for closers.
mrplunkey
New member
Well the true measure of a sales rep isn't just the volume he's generated. Its the volume he sells *above* the ASP in the industry. If a rep sells a product for the ASP of the industry, all he's done is what anyone else could and should do. Those that drive differentials in ASP deserve the bonuses and high-end commissions.
My old trainer was a great guy and it took me a while to convince him that in the service industry the people who complain about price are going to be the worst about complaining. They aren't worth the trouble. The top 20% of your clientel bring in 80% of your revenue. And the bottom 20% of your clients bring in 80% of your headaches.
PICK3
New member
There are more 6-figure peeps in the U.S. that rose through marketing/sales ranks than any other profession including medicine, law, accounting, ...
U
UA_Iron
Guest
You gotta be a pretty boy to be in sales. I look at them and I cant take them seriously. It's like owning a mac, you're a fag.
I do it if I am purchasing things locally - take for instance a cable modem this weekend (I needed it bad or I would have bought it online).
Went to wal-mart, went to bestbuy, from best buy I called circuit city and asked if they would beat wal-marts price of 63.58, they said yes and they gave me 10% off.
I do it if I am purchasing things locally - take for instance a cable modem this weekend (I needed it bad or I would have bought it online).
Went to wal-mart, went to bestbuy, from best buy I called circuit city and asked if they would beat wal-marts price of 63.58, they said yes and they gave me 10% off.
mrplunkey
New member
I bet that's dead-on correct. Its probably the fastest way to upper-income without post-graduate school.
It's also probably the more volatile income long-term. While a physician or lawyer can build a referral-based practice and coast, only a small percentage of sales reps can coast. More often than not, a company will stop paying a rep for sitting on business and start encouraging them to go get new business. For example, the disposable medical device industry shifted from straight commission to a bonus structure based on growth in the mid to late 1990's.
Razorguns
Well-known member
Funny, I read a book in college (aside from partying) that asked a salesperson why they give big discounts to each other?
"Because with this person, I spend 0 minutes making the sale. It increases my time - which lowers my cost.
In comparison - the more time I have to waste on somebody trying to make a sale, the less I can sell and thus increases my cost".
r
S
shrimp poboy
Guest
Well I hope it doesn't break and I hope you didn't buy their extended warrenty program because they are just about to go out of business!
mrplunkey
New member
Being a die-hard engineer, I used to feel the same way about macs. Go get your hands on one though -- it's Berkley Unix running under there! Fire-up a console window and it runs like a big-boy computer!
I'm mostly mac now. You buy a new one, plug in the cables, and it just goes and goes and goes. I've spent more time maintaining my GF's vaio laptop over the last six months than I have maintaining three macs over the last year and a half.
Noooo! Say it isn't so? Plunky a mac fan? Was it the commercials that got you?
mrplunkey
New member
Nope, I grew-up on TRS-80's back in 1978. Back then, you had either burned-in BASIC or you programmed in Z-80 machine code. I chose the latter. When the PC came-out in 1980, I thought it was "just a fad" and moved to the VAX/VMS architecture. When I realized how wrong I was in 1985, I snagged a IBM PC/AT (the 6 MHz ones, not the fancy 8 MHz ones). Then I took a brief break with AT&T UB2's and Unix. After that, I splurged on a FiveStar machine (which ran at a ridiculously fast 16 MHz!) and the rest is history.
So fast forward about twenty years... my daughter is dead-set on a Mac, because it's "fun". So I buy one, plug it up, and it connects to my home network immediately. Then it finds my printers, configures itself and runs like a charm. I had set the afternoon aside to set it up and instead it took about 15 minutes -- from in the box to running. Then I started playing with it and discovered Berkley Unix in there! I've been a fan ever since.
PICK3
New member
Mac Spam alert!!!
mrplunkey
New member
U
UA_Iron
Guest
I was actually looking for an OSX image to run on VMware.
I'd like to check it out.
Not a whole lot I could do with it though. Would be nice to have something less involved sometimes...
U
UA_Iron
Guest
I dont buy extended warranties. If I owned a laptop I would though.
chazk
New member
what about power of the buyer thats says " NO thanks i'll go else where "
Razorguns
Well-known member
ponyfitness
New member
Some people are just stupid.
I was in a deal with a woman who ended up signing with the other guy based on monthly lease cost (I told her flat out I wouldn't match it). Only to find out that their lease was 72 months compared to mine at 48.
When she called me a month later complaining about the deal and asking if there was anything I could do I told her to call me in six years when she was done paying for her snap decision.
JayC9
Well-known member
the Thais have a saying about Indians which translates as ‘if you see a snake and an Indian, you should pick up a stick, and always be sure to strike the Indian first’
S
shrimp poboy
Guest
Thanks for the good posts so far
dude , one of my installers who works for another store(who gets ALOT of indian clients) said the SAME thing you just said. Once you get them, they're cust. for life.
Still waiting on my first
jnevin
New member
And if they stay firm on the price you have her flash the sales rep and let him think he's going to get laid. Or maybe throw an extra bum out by the off ramp to beg for the difference.
Similar threads
