by Anil Gaikwad
(Mumbai , Maharashtra , India)
I have been trying to SPIN Sell my products but have failed to a large extent.
I prepare my sales calls one or two weeks in advance,
then would study the client by visiting thier web site and then try asking them questions and what is the possibility.
But the corporate are corrupt and have a underhand dealing with the other agent or the current vendor.
How do I overcome this situation, SPIN selling will not help.
I dont know how to bribe them also?
Comment
Hi Anil,
no value judgement from me here but personally I would not bribe anyone for business. It's just not me. Don't lie either, my reputation in the industry was too important to risk by getting caught out in a lie.
How do you know there is "corruption" ?
I used to hear that a lot from sales people and only ever had it proved once (and the salesperson concerned never complained about the corruption, i.e. he was still getting orders without bribing the client) whereas I had it disproved on MANY occasions.
Maybe have a talk to some other people who sell to these corporates (non competing items), those that sell to them successfully and those that have not yet found a way to sell to them.
During these conversations you may find they are corrupt or you may find a way to sell to them ?
In my experience it's usually a clash of personalities (rep needs to learn to build sales rapport) or the rep is missing something about the company.
In fact I was once accused by other sales reps of having something I could blackmail the buyer at my biggest customer with. These reps complained they could never even get to quote. I can assure you I did not blackmail this buyer. I simply made it easy for him to do his job. I made it easy for him to order. I stayed in close contact to ensure he NEVER ran out of product. I used to sell imported products to him and I also made sure we re-ordered at a a time when the exchange rate was advantageous to him. My sales to this client went from $80,000 a year to $2,200,000 8 years later.
Hope this helps, Greg
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