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Chris LoCurto

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December 20, 2010

I’m Just Not Doing That – Part 1

December 20, 2010 | By | No Comments">No Comments

NO WAY!

Image by tim ellis via Flickr

There are times in business when I see other business peeps make decisions that make me go, “seriously?” Now, I am absolutely positive other people say that about me. Let’s be honest….they probably don’t say that about me….more than 4 times a day.

Anyway, there’s no way that leaders are going to do everything right. But when faced with a push back on a decision you have made, one should at least listen and think through the challenge. What does it hurt? Your pride? Your ego? Okay, don’t listen then.

I was recently making a purchase of something that I was buying in bulk. I was buying it in bulk from multiple suppliers. A product that is not moving like it was before the economic crisis. Because of the current economic situation, I negotiated some serious rates to take the product off of the suppliers hands.

Not only did I negotiate the price, but I negotiated the shipping. Every time I proposed a price that I wanted, I was told that they just don’t do that price for anyone. When I asked how many cases would it take to get to that price, still the same thing. Being me, I asked again, and in frustration they would throw out a number that was well below my upper limit. I, with glee, accepted! (Not the cast. Although that would have rocked if they sung “Wrap It Up I’ll Take It” as my reply!) There are two issues that I had with this approach from the suppliers, and all of them did it.

  • First, you’re in a situation where people aren’t buying your product like they used to. DO SOMETHING DIFFERENT! Don’t just sit there wondering when things are going to get better. If someone comes to you with an offer that includes, “what would it take to get to…” then think! What would it take? If you can give me a number in frustration, how much faster can you give it to me happy? If you say no, and there was a case point where you would have done the deal, but I walk out, you lose! Technically so do I, that’s why I’m stubborn and keep asking.
  • Second, why aren’t you trying to get me to buy more by offering deep discounts. Don’t just sit there and hope I buy one or two pieces, make me an offer I can’t refuse. (That was for all of my Sicilian brethren.) You might be blown away at how many more sales you get by this approach, as opposed to sitting on your thumbs waiting for the day to end.  Okay, maybe that was a little harsh….mmmmm, nah!

If you’re the owner of this business, do you have the same drab approach? If not, what are you doing to empower your team to look at it from a different side?

In part deux, I will talk about what one of them said about…well, you’ll find out. (Crazy cliff hanger, right?)

What are some situations like this that you have experienced?

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