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www.butlerlearning.com info@butlerlearningsystems.com
Greetings Sales Professionals,
Man-o-man where does the time go? Wasn't it just last week I spoke to all of you? Duh! "Bob to earth, over!"
Alright, alright I'll quit fooling around, but I hope you all agree how precious time on this earth is to all of us. Amen!
I just got back from southern California this past week. I was with a top notch sales team for an exciting seminar
on negotiation-selling. We had some great discussions and developed counter tactics and negotiation strategies
to use with their customers and buyers. The weather was also perfect, 77° and blue skies. I needed this break
from the Ohio weather you know! Throughout the day we kept coming back to this type of customer profile: one
who is relentless, never gives up, continues to negotiate Ts and Cs and on and on and on. At first we talked about
the traditional ways of continuing to sell benefits, repackage or re-bundle, ask for trade-offs, etc., but it just didn't
solve the issue. Then we got out of the box. One sales rep suggested to get the buyer out of their environment at a
neutral site like a hotel lobby, restaurant or even a sporting or social event. There were several instances where
this helped to break some barriers and get the customer off of the price issue, which is always a concern. Another
rep stressed the importance of utilizing the power of your account sales team and "matching up" the buying team
with yours. We talked and laughed about how food (donuts, cookies, breakfast, lunch, etc.) is so critical to the
relationship and eases any tension between customer and seller. Finally, someone brought it up. "When do we
walk?" or, "Do we?"
Silence fell over the group. A rep from the UK spoke first suggesting to consider the marginal accounts that may
be unprofitable...low margin. All agreed it is a short-term strategy designed to send the customer a message, at
least on this one order, that it's not in our best interest to proceed, or it's not going to be a Win/Win for us and here's
why. Walking away is hard to do. Yet, I've seen so many situations that require sales teams to do just that. WALK
AWAY! Let the competitor have it. That's right! Especially if these customers don't perceive value and don't want to
partner with you. We must be able to put in time where we get the result of our effort! This is what I ranted about
last month. Several sales leaders who walked away from customers before reported to me that within weeks the
customers were experiencing delays and service issues and wanted them back. These sales organizations
gained the leverage to sell their bid or quote and still achieve a Win/Win. Unfortunately, other leaders didn't have
the same success when they walked out. Your sales experience and good judgement can help you immensely
during these sensitive times.
All in all, it was a good, in-depth discussion that provided some positive factors all of us could take back and use.
Sometimes your customers are not always right and a good dose of customer discipline is needed. We ended the
day recognizing the sales reps achievement and went around the corner to celebrate our success at a cantina. I
quickly came to a conclusion that margaritas and enchiladas are also much better out west. Adios Amigos! Por
favor, llámeme!
Good Luck and Good Selling,
Bob Butler, TSP
and the BLS T.E.A.M.
Send your information, ideas, thoughts and suggestions for monthly
sales tips to info@butlerlearningsystems.com
Butler Learning Systems ~ 1325 W. Dorothy Lane ~ Dayton, OH 45409
Phone: 888-298-7462 ~ Fax: 866-298-5022
www.butlerlearning.com ~ info@butlerlearningsystems.com
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