- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
09/04/2024
Bidding Differently
Source: Bill Farquharson, The Sales Vault, September 2, 2024
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.
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:
2026 Print Week Celebrations
Tonight is the final stop on the GMA Print Week "world" tour. During this event, we will recognize the inaugural recipient of the Benjamin Franklin Innovation Award. This award recognizes exceptional leadership and forward-thinking contributions within the printing and graphic communications industry.
Read MoreAEP Ohio Customers to Face Higher Electric Bills Starting April 1 Amid Rate Adjustment Approval
The increase is tied to a PUCO-approved rider, which allows utilities to recover certain transmission-related costs. While broader demand trends — including growth from large energy users like data centers — are part of long-term planning discussions, filings with the Public Utilities Commission of Ohio typically base these adjustments on specific cost-recovery mechanisms rather than generalized “market forces.”
Read MoreCan Your AI Chat History Be Used Against You in a Lawsuit?
If you or your employees use ChatGPT or other generative artificial intelligence to help during a lawsuit, are the AI chat histories and other archived data fair game during discovery, or are they protected by the attorney-client privilege or work-product doctrine?
Read MoreManage Your Reputation With Smart Hiring Practices
The people you hire play a key role in the success and bottom line of your business. Your team often serves as the face of your company, directly shaping public perception. When customers interact with an employee, they may form an opinion about your entire brand.
Read MoreUSPS Considers Increasing First-Class Stamps to 95 Cents
The head of the U.S. Postal Service says the agency needs to increase the price of first-class mail stamps from 78 cents to as much as 95 cents, as it is projected to run out of cash by early 2027.
Read MoreA Job-Saving Sales Action
The minute a sales rep leaves the office, the questions begin: Is my rep doing their job? In this week's Short Attention Span Sales Tip, Bill Farquharson shares how to answer that question before it is asked.
Read More