On the Blog

What does 'winning the sale' really mean?

Tuesday, September 18, 2018
Recently, I was in the middle of a conversation with a business owner who has been achieving some admirable sales growth lately. He was bragging on his sales director, who, he said, had just “won a $250,000 order by $5,000.” When I asked him what he meant, he said that his sales director had put in a bid that was the lowest price but by “only” $5,000. I smiled and continued the conversation, but I was lost in thought. You see, l don’t consider being the lowest price as “winning” the sale. Here’s why. To me, as someone who has been involved in and passionate about the sales profession for nearly 30 years, sales is a persuasive activity. That’s what I love about it. There’s nothing better in business than facing off against another salesperson, mano a mano, with the prize bein  [Read More...]