Bring home the bacon!

Ashok rushes into his Manager’s (Thomas) office and said – “Boss, I’ve closed the ABC Enterprises sale!” and without pausing he gushed – “Guess what, I promised them an additional 5% discount and they ordered for two machines instead of one!”

Thomas had jumped up from his chair to congratulate his team-member for the outstanding work, but was a bit dampened by the news delivered in the second sentence. However he didn’t wish to rain on Ashok’s party and maintained his upbeat mood. He appreciated the achievement and sent the winner away with encouraging words; but made a mental note to talk later not just with Ashok but the whole team about delivering value!

As Sales Professional we make every effort to win business – develop prospects, make powerful sales presentations, handle objections and close sales. It is our endeavour to deliver value to our customers – but in the rush to reach our quotas do we pause to consider – “What value we are delivering to our company?”

In difficult times, it is not enough that we get business but it important that with every order we are bringing incremental revenue to our company’s kitty.

Each feature that covers the customer’s need should be offered like an extra so that it becomes difficult for them to ask for a deeper discount or any discount at all. We have to add a premium to our product at every stage. Hence it is important to analyse the customer’s requirement well and cover every base so that the product sounds like value for money even at the highest price.

By giving away good money in order to win an extra sale Ashok had delighted his customer, but eroded the value of the sale for his organisation.

Let us bring home not just any piece of meat … let it be the Prime Cut!

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