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The Sales Buzz Issue 77 - Sales scam or legitimate selling technique. You decide. June 14, 2010 |
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In this week’s Sales Buzz! Sales scam or marketing and sales technique – You decide Take a look at the way a large corporate sale force words it quotes for new business and you decide: Is it a sales scam to trick unsuspecting prospects that don’t check the wording. Or, is it a legitimate marketing and sales technique that you would use. You decide and add your comments to the Sales Blog You can also make sure that you don’t get caught out by sales and marketing literature, and quotes that hide the real price of the services, before you sign the contract. Scroll down to learn more and decide is this a Sales scam or a selling technique...
Also in this edition of The Sales Buzz: Updates on the Sales Training Sales Tips website The latest updates, changes, new pages and free offers on the Sales-Training- Sales-Tips website. Free eBook - A free sales training eBook that will give you techniques you will not find on traditional sales training courses.
To see more on these uspdates scroll down to Sales-Training-Sales-Tips updates ...
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Read the following way a company gives information to its sales prospects and then you decide if this is a legitimate sales technique, or a cheap trick to confuse potential customers and get them to sign contracts. When you’ve decided share your opinion on our Blog and we will publish the results in next week’s newsletter. Scam or Good technique – Would you use it – Would you let your sales teams use it.
The company provides waste collection services and this particular quote is for an 1100 litre container to be emptied once a week. In the UK there is a VAT (value added tax, similar to sales tax in the USA) that is payable at 17.50% and customers will be ware that this tax will be added to the monthly charge. There is also a landfill tax imposed by the UK government. The current rate of this tax is £48 per Tonne and is charged by the landfill sites and paid by the waste company. Many customers are not aware of this tax as it is never paid directly by the customers of waste collection companies.
Landfill & Disposal contribution - What’s this? Landfill tax is payable at £48 per tonne going to landfill. Where does the 17.5% figure come from. They wouldn’t be trying to confuse the sales prospect into thinking this was related to Value Added Tax, would they. As that just happens to be charged at 17.5% as well. And, you can see the only mention of VAT is in very small letters at the bottom right.
At the bottom of the pricing is the line: Total Estimated Monthly Charge. This is followed by an asterisk that you would expect to link to a description or definition. The customer that was given this quote could find only one linking reference to the asterisk. That is to a note on the actual contract that says: L & D contribution will be added at the appropriate rate. And under the same 1 star referring link are the words: VAT will be added at the appropriate rate. Is it fair to think, looking at how this quote is presented, that a customer may be left with the impression that their monthly charge will be £38.99 + vat @ 17.5% Their actual charge will include another 17.5% for Landfill & Disposal contribution. A charge made up by the waste service company. The contract they wanted the customer to sign was for 3 years. During that time Landfill tax will rise, so presumably the company will increase their 17.5% landfill and Disposal cost.
As a sales professional is this a legitimate sales and marketing technique. Would you use it, and would you let your sales team quote prospects in this way. As a business customer how do you feel about the way the quote is worded, and if you spotted it would you sign a contract with the company. Is this a deliberate attempt to hide a cost. Or, should the buyer make sure they check the small print. What effects will this have on teh long term revenue and customer numbers of the waste services provider. Tell us what you think by opening the Sales Training Sales Tips Blog comment page.
The latest updates, changes, new pages and free offers on the website.
A free sales training eBook that will give you techniques you will not find on traditional sales training courses. Where traditional sales training focuses on the stages of a sale, this free eBook looks at how you connect the sale stages. It focuses on how you motivate your sales prospect to move with you through the sales stages towards closing the sale. Get your free copy. It’s brief, easy to put into action, and will make a great addition to your existing sales skills. For more information and to download your free eBook open Free online sales training.
Sales 101 – Basic sales skills Basic sales training for people new to sales or selling as only a part of their role. I was asked to present some quick and basic sales training to people who were to start selling as an addition to their current roles. It became known as Sales 101. If you want a quick and basic sales process covering all the major stages of a sale, open Sales 101 – Basic sales training.
Retail sales tips A great new page for anyone in retail sales – Shops – Showrooms – Forecourts - Anywhere that you approach customers and need a good line to introduce yourself. Retail sales tips – A recently added page that gives valuable tips on how mainstream selling techniques can be adapted for retail sales. Go into any shopping mall, any showroom, and you will get approached by retail sales people still using opening lines from up to two decades ago. On this page we look at how you can get more potential buyers talking to you. Learn more at Retail sales tips.
That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books. Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site. The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter. Wishing you the very best with your sales career. Stephen Craine |
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