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28 Apr 2014

Another 7 Ways to Selling the Impossible

Note: Next "Selling the Impossible" training is on 16 March 2018 Friday 2 to 5.30 pm. Details at here
Following our article on Selling The Impossible where we listed the 10 situations, there are another 7 situations developed from ideas with our readers as follows:
  1. Your top salesperson has now joined your competitor, and he pulled with him all your regular and good clients. 
  2. Your prospect has a very small budget, and at this price, you are making a loss.
  3. A bad apple has spoilt the reputation of your industry.
  4. Although your pricing is not high, your company suffers from poor quality reputation.
  5. Your prospect likes what you have, but his boss prefers to deal with another bigger and more established vendor, even though their offer is worse than yours.
  6. Your company's management has just restructured and now prefers to work with self-employed resellers instead of salaried salespeople like you. 
  7. A new competitor has just emerged out of nowhere, and you are at a loss for what to do because there has never been a serious competitor before.
In our sales and marketing training, we coach people that impossible means 'I'm possible'. That means we can still change our tack and come in from a new creative angle. Since the world is impermanent, there is nothing that cannot be changed. Thus we can turn impossible to possible by the following:
  1. Your top salesperson has now joined your competitor, and he pulled with him all your regular and good clients. You can still approach these customers and let them know that your company is not just one salesperson, and offer to make a difference and move them with your sincerity. 
  2. Your prospect has a very small budget, and at this price, you are making a loss. It's time to be honest and let your prospect knows that if you lose money on this project, you cannot support him in future. Your prospect will have to pay more in future as there is one less vendor.
  3. A bad apple has spoilt the reputation of your industry. It's time to make a difference!  Demonstrate to people that you are very different from that apple. In fact, such an opportunity is good for you to brand yourself at almost zero cost.
  4. Although your pricing is not high, your company suffers from poor quality reputation. While you rework on your quality, you can focus on other areas like price, service and delivery lead time. People don't mind low quality as long as that it is matched with a lower price, like China's smartphones.
  5. Your prospect likes what you have, but his boss prefers to deal with another bigger and more established vendor, even though their offer is worse than yours. Keep in contact with your prospect, and let them know that size does not equate to quality. Continue to fight based on only 2 things: you being a gentleman and you have a good offer.
  6. Your company's management has just restructured and now prefers to work with self-employed re-sellers instead of salaried salespeople like you. The boss is always right, you should take this opportunity to become an entrepreneur and work yourself to be the top preferred re-seller.
  7. A new competitor has just emerged out of nowhere, and you are at a loss on what to do because there has never been a serious competitor before. Start to differentiate and sell on value. The only real competitor in this world is yourself. Only you yourself can compete with yourself. So stop looking at your competitors and work to improve yourself. 
By Andy Ng of Asia Trainers, details of sales training at here.  Related articles on sales and management:

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