More Low Margin Product Deals

December 15, 2010 — Leave a comment

It seems like most sales opportunities start out as product sales.  We’ve become dependent on lead sharing, referrals, and opportunities already in process.  It is extremely difficult to move from this type of selling to that of creating business opportunities from nothing, however, the latter deals lead to more high-end business, architectural sales, assessments, and advisory work, which in turn drive more product at higher margins.  Business creators quickly become business advisers, and once that happens, it becomes hard to lose a client.  The value is no longer a “price thing”.

© 2010, David Stelzl

Advertisements

No Comments

Be the first to start the conversation!

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s