Business LockerRoom Blog

The Product Pusher Trap

by Kelly Riggs

Are you a Top 5% salesperson? Or maybe that’s where you would like to be? Click HERE to join my Facebook Group for the Top 5% of Salespeople (and those who plan to get there!).

One of the key challenges in moving to the Top 5% of the sales world is breaking through the “Product Pusher” trap. You know you’re in that trap when you frequently compete on price; or you routinely submit proposals that don’t get responses; or lots of sales calls end with you leaving (or sending) a business card and a brochure.

The challenge is that the Product Pusher never moves beyond the first level of sales and has NO chance of getting the price the product or service actually deserves.

You don’t feel connected to the prospect.

You don’t feel like you add any value to the process.

The prospect’s body language says “you’re bothering me.”

You’re often told that the buyer can get the same product somewhere else for less money.

Congratulations. You are living in the sales dungeon. We visit you every once in a while when we need a third quote. We let you see the light of day every now and then when we ask you to present your product or service.

But, other than a small order now and then, you never get a chance to hit doubles and triples. And home runs don’t even exist.
The solution to this problem is to completely change the way you see yourself, and to overhaul the way you approach potential customers.

In fact, if what you’re doing is SELLING, then you’ve already screwed it up. The objective is to provide VALUE to your prospects. Oh, by the way, that value doesn’t necessarily have to be your product or service! VALUE makes itself available in many forms, but all of those forms relate to the prospect’s needs – not your need to sell something.

Maybe it’s time to get out of the dungeon?