💡 Today's Slattery Sales tip: What is Wimp Junction®?
Wimp Junction® is the place where your sale derails from your selling system -- where you can win at high margin -- to the prospect’s buying system (designed to squash the price and your margins).
In effect, it's where the seller "wimps out" and follows the easier path laid out by the prospect.
You’ll encounter this junction again, and again, over the course of a sale.
Prospects will try to commoditize you, concluding that your solution looks just like your lower-priced competitors. They are highly trained to squeeze margins out of skilled salespeople. Don’t underestimate their skills to pull you down to their side of the tracks. They have a process to follow, just like you.
Remain aware and run your sale so it follows YOUR process on YOUR tracks, and not theirs. This will help you protect your margins and get your sale closed faster.
Every time buyer and seller meet, there are two sales happening, not one.
So ask yourself after every conversation: whose tracks am I on? Mine, or the prospect’s?
And, if necessary, adjust your course.
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