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In The Sales Arena

Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

May 3, 2019

This is a reprise of one of our most popular episodes! We trust you will enjoy it ... 

Walking Away From Bad Business ... 

“You're Not A Pro Until You Do!”

 Welcome – this is another podcast on the mindset top sales pro’s have. Last week we talked about dealing with “NO” and the feedback was awesome so keep it coming!  

 Just this past week, I said NO to what would have been bad business for me, my company, and the client.  It involved a rather large car dealership in my area needing help with sales training.  I set up a meeting with them to let them tell me their needs and for me to tell them what I had to offer them based on those needs. 

My approach to their needs would have been to benchmark their top performers, identify others that could quickly get to that caliber, and then work with the others to get them to that level.  They had another vendor option that was less expensive that would have delivered a large number of unqualified sales people to the floor, and would not have increased their business. 

The dealership tried what I would call “old school car sales tactics” with me to get my price lower by pointing out that I spend a lot of time on the road and wouldn’t it be wonderful to stay local around my family and take a local job.  Hmmm, had to tell him I had 2 problems with that, one being I know what my value is and second did he really think I could teach his guys in an effective manner if I lowered my value like that.  It was obvious to him - I had a point. 

Bottom line, I said NO to the business because it wasn’t a good fit for either of us and the outcome would not have been what I pride myself in delivering.

 Remember our conversations about the 6 levels of relationship we discussed in Podcast #022 - Level 3 vendor or Level 4 supplier, Level 5 partner and Level 6 adviser.  One of the differences between 3&4 vs. 5&6 is the ability to see bad business and walk away!

 A good definition of bad business … For whatever reason it is not good for the customer, your company, or your business.  For example:

Bad for the customer?

  • -Wrong product – doesn’t solve their problem and exceed their expectations
  • -Can’t deliver – consistently, timely
  • -Undermines your position as partner/adviser

Bad for the company?

  • -Poor margin
  • -Taxes manufacturing or delivery capabilities
  • -Isn’t in alignment with company goals
  • -Not an ideal client

Bad for you?

  • -Not in the ideal client profile or avatar
  • -Might adversely effect your ability to take care of other clients
  • -Not a good ROI for your time and energy

If you are …

At the top – walk away from bad business so you have more capacity to stay at the top or even grow!

Stuck in the middle – this type of mindset change is what it is going to take to get to the top!

Just starting out – build it right from the start!!!!!

 Sales Tool Of Week – Master Sales Interviews! I am going to open them up for free the rest of February!

Quote of the Week – “Once you know where you’re going, every decision is easy because it is either taking you where you want to go or not! If you don’t know where you are going then every decision is tough because you don’t know if it is adding to or taking away from your success!” Tony Robbins