subject: Telemarketing Speaker Blames Buyers For Spiraling Sales Costs [print this page]
Time Is Money.
Everyone knows this, but buyers forget thisfundamental principle of economics. Unwittingly, they drive-up the prices they are asked to pay by taking far too much time to make a purchasing decision.
Let's say you present a proposal that should be decided within 24 hours. Procrastinationsets in, and buyers believe by waiting they'll drive down their costs.
They want to comparison-shop, but that takes time to do, and even if they discover a slight pricing differential comparingapples to apples, it takes an investment of their time and effort to find and to qualify the cheaper source.
Then, they need to haggle, pitting one vendor against another. That sets off several rounds of WASTED ACTIVITY, back-and-forth communications.Voice mailsare left, emails sent, conversations are stalled.
Proxies enter the scene, co-workers step into the fray to deflect direct communication between buyers and sellers.
The very costs buyers sought to avoid they have to pay anyway, AND THEN SOME.
Consider telling prospective clients, "If you give me a quick order, this keeps my costs low, and I can pass on the savings. If you delay or I'm forced to follow-up relentlessly, then it costs me more and I'll need to pass the costs along to you. Make sense?"
This will tell you where you stand, separating the serious from the frivolous, and you'll be telling the truth.
Many businesspeople foolishly believe costs will plummet if they play awaiting gameor play hide-and-seek.
Do everyone a favor, while raising our nation's productivity: Inform prospects, especially when the price tag is modest, it pays to make faster, and thus cheaper buying decisions.
Dr. Gary S. Goodman is a top speaker, sales, service, and negotiation consultant, attorney, TV and radio commentator and the best-selling author of 12 books. He conducts seminars and speaks at convention programs around the world. His new audio program is Nightingale-Conant's "Crystal Clear Communication: How to Explain Anything Clearly in Speech & Writing." He can be contacted about professional speaking and consulting opportunities at gary@customersatisfaction.com
Telemarketing Speaker Blames Buyers For Spiraling Sales Costs
