From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
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Coaching the breakup
From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
Coaching the breakup
- Imagine you're a high school English teacher and advisor to the yearbook committee. Now one of your jobs is to decide which publisher to produce your school's yearbook and you've worked with the same one for years. All right, their sales rep has always been easy to work with, has high integrity and is generally a nice person. In fact under other circumstances you could easily see yourself being friends. But, while her company does good work, you've recently come across another publisher that has higher quality and a lower price. Well now you've gotta fire the rep you've been working with for years. And that's no fun. In fact, it can be daunting. How are they gonna react? Will they be mad at you? And those are fair questions. Some reps get offended when you go to another supplier as if you're somehow being disloyal. Some lay on a guilt trip and complain that the buyer is taking food out of the mouths of their children. Some desperately offer to drop their price, some even start to…
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