Tiebreaker Selling did I hear you say? - How to keep your customers happy without possible discounti
- waynefarran
- May 12, 2014
- 1 min read
Being a "sticky customer and/or business partner" is often talked about in different business circles.
Simply put it's the concept of keeping your customer; not losing them to another competitor. Many companies will look to drop their price off the bat when they feel that a competitor is circling, when the market price is adjusting down, or if their customer asks for "a better deal".
Enter the "Justifier"!
The buyer and/or purchasing manager may be just as happy if you can add a "value-add" to the offering; this may help them in justifying a continued relationship.
The value-add/Justifier could be as simple as changing a delivery method that is more suited to their business model, or placing their barcodes on products being dispatched.
For that matter it could be as simple as taking some of the workload/processes off the purchasing manager and doing it from your end if you have the capacity. After all we all know how time poor most people are in business today.
In March this year, Harvard Business Review posted an article on "Tiebreaker Selling", it talks about this in detail.
It is well worth reading the full article.
Wayne~
