CHAPTER 15
Amateurish Salespeople Are Perceived Simply as Vendors, Pitchmen, and Commodity Sellers
Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. They’re not only selling less than they could be, they’re also being forced to sell at lower prices than they should be!
Sure, some of this is caused by better trained buyers armed with better information. Many large organizations now employ professional procurement departments that specialize in a unique form of torture: putting the salesperson in a figurative vise and tightening the grip until all the life and margin are squeezed out of him and the deal. Commoditization is ugly indeed, and being treated as nothing more than a “vendor” is ...
Get Sales Management. Simplified. now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
