Time and Material billing focuses on dollars for hours, methodology focuses on process, and features focus on product. All of this leads to a price sale. From there expect to be sent to purchasing, pressed for discounts, and pushed off to the end of the month. I love Michael Bosworth’s explanation of negotiation. Once you give in, he explains, they begin to squeeze you like a wet rag until there’s no more water left. But as long as there are still drips coming out, the squeeze continues. It’s hard not to get caught up in this, especially when it’s year end, your manager is breathing down your neck looking for numbers, and you’re being treated like it’s a numbers game. And the point should be made, smart selling requires a proactive approach. You can’t wait until month end to begin selling value.
I’d recommend starting 2011 with a different mindset. Consider things you can be doing to create some focused expertise and stop being a traditional sales person. Become a consultant that sells.
© 2010, David Stelzl