Author Box
Articles Categories
All Categories
Articles Resources

Disappointment or Value: The Importance of Value in Sales

February 16, 2012 | Comments: 0 | Views: 141

A man I admire greatly is a true achiever in the world of recruitment.

He is a HUGE biller, a multi-millionaire and one of the few people I know, who, despite any road block, will find a way to make a business profitable.

When I started in Sales Performance Therapy, he and I spoke about doing some development work for his teams.

I quoted him our standard rate and to my extreme disappointment he said something along the lines of "those people, who you would be working with, have not justified their position in the business to such an extent that we would pay that sort of money..."

The money in question worked out to £600 per person.

Not a huge amount of money.

Needless to say I was disappointed but, ultimately, I was not surprised.

Since the financial crisis and its resulting aftershocks, there has been a minor shift in thinking towards private sector businesses. Yes they are seen as our salvation, but they are also seen as having to do more.

It seems there has been a shift from a desire for bad capitalism to good capitalism. People are expecting and wanting more from businesses than just existing to make profit. If Britain is to compete with the emerging economies of Brazil, Russia, India, China and South Africa, we need to become a nation of innovators, of developers, of leaders and wealth creators.

In industries with low (or relatively low) barriers to entry, a company's reputation is normally quite poor before it even starts to develop itself. For instance, in Recruitment, due to the ease with which a business is set-up and marketed, it can become extremely saturated. Multiple agencies can chase the same client and, unfortunately, in many cases they all offer the EXACT same service.

The only part of their offering that they try to change is the sales pitch. What do they TRULY do different?

Hence Clients look at all recruiters as being the same.

My point is this:

If you pitch yourself differently, but your delivery and your set-up is identical to your competitors, then why should a client choose you?

This mentality has not completely gained ground within a lot of markets yet because it has largely proven unnecessary.

In the 'good old days' you did not need to differentiate yourself because there was an abundance of business.

But is it possible, as a result of the worst recession in 80 years that things are harder now?


As a business in this age of new economics you may need to do two things.

Firstly, look at what separates you from your competitors. How can you be innovative? How can you be a leader?

Secondly, look at how much tougher it can potentially be for your sales force now. If there is less business around, then it becomes harder to win business. If it becomes harder to win business, the job of a sales person becomes harder. The harder a job, the more people fail and the more people leave.

Finally, what if you could combine the two?

What if your staff were the difference? In their approach, in their attitude and mentality and in their delivery?

What if they were the difference due to their expertise, their longevity and their development within your business?

Clients know if you run your business like a boiler room. The constant different stream of people calling them, each as desperate as the last, is off-putting and unfortunately, does not present the image you wish to project.

From a financial perspective there are multiple reasons to grow and develop your sales force. Each replacement costs money. You lose time and money teaching them how to sell, about the product and their potential future.

So imagine a 'blue sky scenario'. Imagine a business thriving because its staff are thriving. Imagine being perceived as the employer of choice for your industry. Imagine a company where people grow and develop. Imagine a company of winners, who have purpose and intent to provide value to your clients.

Reputation and perception spread like viruses in this age of social media. A bad reputation or perception can cost you the best staff and it can cost you business. A good reputation and perception can help your business move up to the next level.

In this new age of business, I know which business I would like to run.

Jamie Panter Founding Partner City Therapy 0845 519 6836 07876 752699

Source: EzineArticles
Was this Helpful ?

Rate this Article

Article Tags:

People Calling


People Leave


People Fail


Business Thriving


Business Move


People Grow





In India, employment opportunities are set to grow by a good margin in the coming year, a phase which was started in the turn of the second decade of the 21st century. organisation, candidates with

By: Sarkariexam l Business > Careers Employment l April 01, 2013 lViews: 11709

Sometimes it is amazing to see that certain jobs can precipitate huge turnouts in the recruitment drives. It is as if thousands of people were waiting for the vacancy advertisements and the moment

By: Sarkariexam l Business > Careers Employment l December 30, 2012 lViews: 690

In recent times, jobs in healthcare segments have grown tremendously. It is anticipated that this growth curve will continue for the times to come. Various factors are responsible for this

By: Sarkariexam l Business > Career Advice l December 27, 2012 lViews: 448

Are you in a dilemma whether to choose web based CRM or not? If yes, don’t worry. You aren’t the sole person having this doubt.There are numerous firms trying to make out whether investing in a

By: Reneta Vasileva l Business > Customer Service l December 23, 2012 lViews: 409

If you think about it you will realize the fact that each business has its own set of risks that are involved in it.The trade secrets that you have and the information related to the business is what

By: brumbrum1 l Business > Risk Management l December 23, 2012 lViews: 263

As the time is changing, concierge management services are now growing despite the slowing economies of the world. The main reason of it is the need that is highly specific to the people who like to

By: willsmith10 l Business > Management l December 23, 2012 lViews: 334

The goal of all salespeople is to close more deals faster and easier. In an attempt to achieve these ends they often sabotage their overall results and efforts by failing to adhere to a few

By: Tim Connorl Business > Salesl April 25, 2012 lViews: 188

The sales process typically occurs in a cycle. New leads are generated; potential customers are contacted and converted to sales. Some of these customers leave when their contract ends, creating the

By: Andy Westl Business > Salesl April 24, 2012 lViews: 168

Sometimes we don't realize the barriers we place between our customers and a sale. A little initiative can pay big dividends, if you learn to make it easy for them.

By: Douglas R Krugerl Business > Salesl April 23, 2012 lViews: 171

There are no shortcuts to success. We have to make time for our family and business if we want to be successful in both. We have to stay focused on our business goals and at the same time be here for

By: Maria Duronl Business > Salesl April 23, 2012 lViews: 161

Body language is probably the most powerful and honest way to express ourselves. Yet too many salespeople underestimate the power of body language or even ignore it all together. This article shines

By: Kees Scheffell Business > Salesl April 21, 2012 lViews: 227

Strategies to grow sales in the ever changing environment. You cant do it the same old way. You need to Re-Imagine your sales strategies.

By: Sam Kariukil Business > Salesl April 21, 2012 lViews: 177

It is very rare for a Therapist to self-disclose. We only do so when we think it is necessary and will aid the client. Here, I do so.

By: Jamie Panterl Self Improvement > Achievementl February 27, 2012 lViews: 124

We never stand still here. Feeling like you have attained mastery is the quickest way to lose it. Your product becomes old and out of date.

By: Jamie Panterl Business > Salesl February 27, 2012 lViews: 175