SMILING ASSASSINS: WHEN SALES REPS BECOME COLLATERAL DAMAGE

Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass.

Part 1: Price Battle Royale - Keeping Calm When You're the Prize

Imagine this: you're the latest tech marvel, and two sales giants are duking it out over your exclusivity. Your price tag becomes a bargaining chip, tossed back and forth like a metaphorical beach ball. It's tempting to get fired up, to feel like you're just an object in their game. But hold on! Remember your value. You're not just a price tag, you're a solution, an innovation, a game-changer.

Staying Grounded:

• Know your worth: Before any negotiation, have a clear understanding of your product's true value proposition. What problems does it solve? What makes it unique? Quantify your impact, and don't let anyone lowball you.
• Set boundaries: It's okay to say no to fire sales or predatory tactics. Don't be afraid to walk away from a deal that undervalues you or compromises your integrity.
• Communicate strategically: Be transparent about your value, but avoid getting drawn into emotional arguments. Stick to facts, data, and the positive impact you bring to the table.

Part 2: Playing the Transparency Game - When Comparing Deals is the Name of the Game

Okay, let's be honest, sometimes we all shop around. We compare features, services, and yes, even prices. And if another rep throws you a tempting offer, it's natural to leverage that information to negotiate a better deal with your current provider. But how do you do it without burning bridges or looking like a disloyal jerk?

Transparency with a Twist:

• Open communication: Be upfront with your current rep about your research. Explain that you're committed to them, but you need to ensure you're getting the best value.
• Focus on value, not just price: Don't just play the price game. Highlight the specific features or services that the competitor offers that you find attractive. This opens the door for your rep to counter with their own unique value proposition.
• Win-win solutions: Approach the conversation as a chance to collaborate, not compete. See if there's room for your current provider to match or even improve the competitor's offer. Remember, a happy,long-term partnership benefits everyone.

Being used as leverage in sales can be tricky, but by staying grounded in your value, communicating strategically, and embracing transparency, you can navigate these situations with confidence and integrity. Remember, you're not just a product, you're a valuable asset. So, leverage your worth wisely, and never lose sight of what truly makes you a game-changer in the marketplace.

Bonus Tip: Don't be afraid to inject some humor or lightheartedness into the conversation. A little disarming honesty can go a long way in building trust and fostering productive negotiations.

Now go forth, leverage your awesomeness, and close those deals with a smile!

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Scott Schlofman

Scott Schlofman
Mike Williams

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