I have been in sales for along time and I am still shocked when an executive from your firm or company tells you to: " go grab the low hanging fruit" when you introduce a new product or service. They expect that our long term customers will automatically flock to the new product no questions asked. Nothing could be further from the truth.
Today's customer set is the most knowledgeable and connected than ever in the history of business. I'm not saying it's impossible to sell to this set - I just get sick when I hear that line. It is so cliche. The fruit they refer to here imlies "easy business" - The reality is: Companies are watching their dollars more closely than ever before; competition is fierce; and expenditure sign-offs coming from the line VP's. There is no easy business.
The fruit might be hanging low - but there are many people fighting over it and it gets picked over quickly.
Sales people will always find ways to sell. The landscape is constantly changing and businesses will always need products and services. Sales people have a tough job - but it can be very rewarding. Perhaps this myth will migrate to "fertile fields" - because the reality is B2B selling cycles can be relatively long, so the need for relationship building as never been stronger. Sales people need time to plant, germinate, and grow revenue opportunities. Great - a new cliche but even cornier! I could come up with more, but the point is made.
So next time you hear the "Low Hanging Fruit" line - please correct the individual accordingly - nicely - professionally. Okay - make gagging noises and walk away. Whatever works so they get the message.
1 comment:
Your comments are correct and you make a good point.
However, you're not solving the problem by suggesting salespeople should just walk away when hearing this refrain from management executives who are ignorant of the sales cycle. Show some gonads.
Someone has to teach or educate inexperienced executives the real truth about selling.
Turn to this executive and tell them that chasing low hanging fruit is as easy as raising capital. All you need is a good idea. Its that simple. Well, as an executive I know its not that simple. You might be able to raise some money initialling but if your idea eventually sucks, guess what, you won't find any more money.
Selling is a great professional and I known many fantastic sales people. I know you're making light of the issue but let's try and change this perspective for good. Concentrating on establishing credibility and completing proper discovery meetings with clients is the only real way to turn any prospect into a client.
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