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Because the main objective of a seller is to generate revenue, either directly by commission or salary basis, or a combination of both, is a frequent lack of conscience when it comes to the aspect of dealing with clients. It's almost as if a customer is a favor or mercy, if they pay for goods or services.
They are not.
If you are a professional seller if you have always with enthusiasm and delivery of products and services to its customers as previously promised, they have a choice, only one option.
They have to pay, and they must do so within payment terms that were expressed at their disposal.
There is no difference between the dog feels the fear and the client feels the need seller to make a sale. Both are rooted in a perception of fear. The dogs are afraid of human beings in contempt and treat them as easy prey. Clients feel the same way on the suppliers of low and unskilled. Yielding to fear and lost. The dog will bite if it is running. The client will control the negotiations and apparently desperate shortage of cash and will spend the presentation of the entire defense price.
Do not. Never run in fear, not only on price negotiations. If you're not ready to learn these lessons, let your immediate career in sales. You are in the wrong profession. You are on the fast track to crash and burn. Get out now.
Once the client receives as a toy, a chew toy, a victim, you have two choices: offer a fond farewell to the client and professional, or defend their position. Many sellers have difficulty with the position of their lands because they see the terrain, the game.
His role as a seller is to provide a consistent service unique to its customers. Its role is to be in the top two percent. If you are not prepared to perform at this level, its function is to be out of the way for the sellers are. If you give this ongoing level of performance, you owe nothing to their customers. It has a value far beyond price.
A once it has shipped its products or services to their customers, as promised, it is time for them to pay as promised. If you allow your customers to delay payment conditions, which are weak. If you allow your customers to delay payment of their own personal problems or problems of cash are low. If you allow their customers to use payment as a bargaining chip for future business or a value greater than those already approved, you're weak. Once they have fulfilled their part of the agreement, it is payday. Re-negotiation after the goods or services were provided, as promised, the paintings, the words "I am weak" on his forehead.
Your failure to comply with its part of the agreement sends a message to the client that you are weak, which can be manipulated, where its products or services that are worthless and has chosen the wrong profession.
Be the best-seller on two legs or seek other employment. It's that simple.
Michael DeAngelis is the Managing Principal of Michele Productions, a Silicon Valley firm specializing in Strategic Marketing Solutions that include Web Site Design, Digital Photography, and Desktop Publishing. You may contact him via his company’s Web Site, http://www.micheleprod.com
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