Bidding Differently

Complete Story

09/04/2024

Bidding Differently

Source: Bill Farquharson, The Sales Vault, September 2, 2024

bill f

Imagine you are putting a bid in on a house. It’s just a number, right?

But in response to your offer, the homeowner comes back and says something unusual:

“My house is special. I am interested in knowing its future. You are one of two parties I am considering. Your bids are virtually equal. But I have one question for the both of you and depending on the answer, I will make my decision. My question is, “What 3 changes will you make to the house if you are awarded the bid?”

As the new homeowner, you are coming in with a fresh pair of eyes. Some of the changes are upgrades while others are just personal preference. But you will undoubtedly do things differently.

Take the same thinking to sales and, in particular, working to gain a new account.

Imagine approaching a prospect’s bid by adding, “Here is my price. Should you decide to make a switch and bring me in, you can expect:

I will question assumptions
I will look at everything with new eyes and a fresh perspective
The result will be innovation; a new look from top to bottom and a better way of doing things. You don’t know what you don’t know. “Let’s find out together.”

Differentiation can take on many different forms. Don’t just throw a number at someone. Give them a better reason to look your way.

Changing vendors is scary, but there is an upside, too. Complacency is the enemy of innovation. Remind your prospects of that.

Watch Bill present this week's sales tip

The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.

The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.

Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.

Other Vault resources:

Check out the Sales Vault!

Printer-Friendly Version

How Company Culture Drives Success with NPPS

Drawing on data from our October 2025 Printing Industry Performance and Insights survey, this report examines how specific cultural attributes relate to the adoption of non-printing products and services (NPPS) and to firm financial performance.

Cyber Risk in 2026: What Business Leaders Actually Need to Know

As part of our member benefit partnership with NetGain Technologies, Graphic Media Alliance is pleased to share an upcoming executive-level cybersecurity webinar hosted by NetGain. This concise session is designed specifically for business leaders and will focus on how the cyber threat landscape is evolving in 2026 and where organizations should prioritize their attention. The webinar is free for GMA members and includes access to the recording and practical resources.

Graphic Media Alliance

Complete Story

09/04/2024