I’ve written elsewhere about what a bad system I think tendering is. You pay more, because suppliers have to add their bid-writing costs to their bids, and not just once but to cover all the ones they don’t win. And you can’t really judge a supplier by their tender, it’s just a glossy document. And often the procurement […]
The Parsnip of Profit
How can you make more profit? The Parsnip says you have only seven options: Price up – experiment with different amounts and see what happens, try it on different segments for less risk and more information, make small changes but keep going. Add value – don’t be a commodity or it’s only about price, make yourself […]
Sales tip – Identify their needs!
Many sales people make the mistake of talking all about how great their product is, even with the features and the benefits both covered, but they forget to first identify the needs of the customer. You might assume that the person who arrives at the BMW dealership in a Volvo estate wants a safe car […]
What percentage of your orders do you WANT to lose on price?
When you quote a potential customer for your product or service, either verbally or in writing, you’ll lose some business on price. You may not always know whether price was the issue. But suppose you could find that out, what proportion do you WANT to lose? Your first thought is probably “Zero of course!” but […]
Hooked by the sales course
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