To Amanda Bee's Hive……………………Buzz Away!!

Do you believe you are a good manager? You may not be able to answer without making a self-analysis. In the process of doing so, you may learn whether you are a true manager or just someone who gives orders and hands out assignments. How your subordinates see you is important because their feelings may be reflected in their degree of co-operation and their productivity. Your success as a manager depends on whether your subordinates consider you an effective manager. When subordinates respect their managers, they plan and discuss problems with them. They go along with what their managers want them to do. Therefore, true managers build confidence and enthusiasm in their subordinates.

Most price objections are the result of self-inflicted wounds. Salespeople routinely sabotage their own efforts at negotiating for higher prices. Below is the classical example that explains further,

“For this model, our price is RM800 but if it really becomes an issue for you, then I can go back and try to get a better price for you.”

The above example clearly indicates that the salesperson just do not understand the value of what he is selling. In most cases, the results are the same. The buyer says, “Your price is too high!” and the salesperson agrees. The buyer wins the argument. Remember, price is what they pay; value is what they get. Remind yourself of the value-added services that your company delivers to your customers. Accepting your customers’ comments that your price is too high is equivalent to accepting that your product is nothing better than your competitors.