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Little sales lesson on the importance of knowing your customer TYPE. I'm in the midst of a negotiation over a vendor with whom we spend $100,000+ with. They offered me tickets to the Dallas Cowboys, in their suite. "Nope." "Wait...what? It's in the suite?" "Yeah, don't care."
This isn't about whether or not I like football. As a salesman, you must understand what my incentives are. I just care about the bottom line as the guy who foots the bill. Roll that Cowboys suite into my discounts please. Were he talking to an employee without a cost KPI,
it'd be a whole different story! The employee would take the tickets in a minute, and then would (if he didn't have integrity), *wink wink* with the salesman and then convince me on the merits of the vendor offering Cowboys tickets. Gotta know who you're selling to sell.
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