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#Death2Fluff

Don't be taken for granted!

You ever take something for granted, just to realize later how much value you were belittling?


Happens all the time in #sales, especially newer reps. They treat the prospect like a customer, which is nice in theory but not correct. You'll see inexperienced reps over-committing by:


1) Doing extraneous support work

2) Discounting and bundling too heavily

3) Being overly available and not respecting their time


And so on. We call this giving the steak without the sizzle. There's this point, and it's not always very clear, where you give too much without enough reciprocity (#psychology), and that overvalue becomes the norm. Once the standard is set of taking without giving, the expectation doesn't go away.


It's rather dangerous and derails deals. The prospect will focus on what they don't have instead of what they do have and the seller can't bring them back.


Your prospect is not your customer. They only become a customer once they buy. I'm not saying to treat your prospect with disrespect, you have to be a professional seller. What I am saying is you need to draw a line.


Want a crazy PoC? I need commitments in writing that the budget is approved first.


Want a discount? I need referrals and logo rights.


Need technical support? I need to talk with the DM who will sign off.

B2B Sales
Sales Tips
Posted 15 days ago by
Wilson RandolphSales Development Representative at InfluxData
Belal! Thanks for inviting me here -- I love your LinkedIn content. Always great reminders and insights. Cheers!
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9 days ago

Timmy NguyenAccount Executive at Wallarm
Just joined the group, after running a 4 hour technical call that was preceded by another 2 hour POC scoping call. Totally get what you mean by steak without the sizzle right now. 
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9 days ago

Joe BarkerEnterprise Account Executive at OnSolve
I had a prospect beg me for a POC and no-showed on 2 of the meetings. You're dead to me now. And your price went up. 
Bravo • 0
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9 days ago

Zeeshan AhmedLead - Inside Sales & Account Management at Typeset
Belal! Thanks for having me here, it's been a pleasure following you and your content. Look forward to meeting some like minded folks out here. Cheers!
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9 days ago

Benjamin AdamsEnterprise Account Executive Belgium at Intuo
I fully agree with this post. In our company, we typically would say: "Get to give". If your prospect wants something, then ask something in return. 

Allthough, how hard this may seem from a business development perspective, don't forget that most C-suite people, VP, Directors or whomever are probably well skilled in some topics, but probably not as...
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4 days ago

Debbie BarnesEnterprise Sales at Taggstar
I am definitely guilty of doing too much work for my clients!! I do things that really should be on the customer in order to try to speed up the sale, but I see that if I am doing everything for them then when it comes to the customer actually having to lift a finger and get a contract signed, it may suddenly seem like a huge leap in expectation on...See more
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4 days ago

Ron ArellanoSenior Creative Director at Search Business Group
Hi Everyone! I got the great opportunity to meet Belal in person and I'm ready to share my little experience and learn from the pros. There is so much to learn yet. Business developing is a science and I have so much respect for the profession. 
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about 2 hours ago

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