- 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:
ENCORE Brings Leadership, Learning and the Industry Together
Two days of learning, conversation, connection and a little friendly competition made this year’s ENCORE Leadership Conference and 21st Annual Sterling Distribution & Graphic Media Alliance Golf Tournament a tremendous success. And if you missed ENCORE, you’ll soon have another opportunity to experience the sessions!
Read MoreOctober Workplace Safety Update: Small Hazards Can Carry Big Risks
Combustible dust, workplace noise, ergonomics and opioid awareness are among the topics covered in Sedgwick’s October Workplace Safety Update. Take a few minutes to review these practical reminders and share the resource with your safety team.
Read MoreGMA Member Millcraft Recognized for Sustainability Leadership
Congratulations to GMA member Millcraft on earning an EcoVadis Bronze Medal for Sustainability Performance! The recognition places Millcraft among the top 35% of companies assessed by EcoVadis and reflects the company’s continued commitment to responsible business practices and sustainability throughout its value chain.
Read MoreWhat the Data Really Says About Paper, Mail and the Environment
Is paper really bad for the environment? New consumer research shows a significant gap between public perception and the facts. Two Sides North America examines five common misconceptions about paper, from deforestation and water use to recycling and the assumption that digital communication is always the greener choice. For printers and mailers, understanding the facts can help you have better conversations with customers about the true environmental footprint of print.
Read MoreSales Thoughts and Sunscreen
Sometimes the best thing you can do for your sales strategy is get away from selling for a little while. This week, Bill Farquharson challenges us to escape the daily noise, find a quiet place and give ourselves something we rarely make time for: time to think. And apparently, wear sunscreen.
Read More