Sell High !

This is a statement that has two meanings and many sales people, particularly new ones, have a problem with both meanings; Sell High.

The first and perhaps most important is the need to sell as high up the ladder as you can. Relationships at accounts need to be fully developed on as many levels as possible so why not start with the president of your new potential? If the president doesn't want to meet with you, in all probability you will at least get a referral. Then you'll be able to say to that person, "the president suggested that we meet". If the CEO does meet with you, use the time wisely and make sure that the meeting is worthwhile for both of you. And do ask who else you may need to work with.

If you start the selling process in the lower echelons, when you do need to move up, those people may feel left out or think that you are going behind their back and you'll possibly create a detractor.

The other SELL HIGH is about price. Anybody can lowball a price. Sell well and prove to your customer that the price you are asking is worth it. AND a 10% discount is a 25% profit loss! How do you get that back?

Develop relationships as high as you can in the corporation and don't roll around in the gutters with your pricing. In fact, in some businesses there may be times when it will be better to lose an order than to win it at a low ball price. Plan your strategy and anticipate objections. Better yet, sell well so that objections never happen!