- CREDIT FACILITIES: Credit terms that are convenient to the client and detrimental to the firm being represented by the sales professional: “Don’t worry about the payment; we will not take you to court for being a little bit late.”
- DISCOUNTS: Discounts that disrupt the pricing strategy of the firm that is being represented by the sales professional. Such discounts negatively condition the perceived quality of the product and negatively impact on the pricing strategy of other salespeople in the organisation: “I know one of your colleagues is selling the same product cheaper elsewhere!”
- EXTRA SERVICES: Providing extra unpaid for services that cannot be repeated and thus set a precedent that makes the next sale more difficult to achieve: “Last time you gave me free shipping on a smaller order, why are you charging me for same-day delivery this time? This is unacceptable.”
Blog
Cannibalising Your Own Customer Base
In traditional environments where commission schemes are based on revenues, salespeople have only goal: “Selling at all costs”. When salespeople are “desperate”, they find a number of unprofessional ways to close the sale.
Published in
Money and Finance
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Fqureshi Consulting Limited
2nd Floor, Centro House, Westlands Square
Office Suite Number 3
Woodvale Close
P.O. Box 2137 - 00600
Nairobi, Kenya