CAP Business Clubs
  • Home
  • Members
  • Contact
  • Podcasts
  • Books
  • courses
  • Blog

 Blog page 

See our members

Bring on the Dancing Ponies! ;)

16/2/2015

0 Comments

 
Picture
Author - Eric Witheridge
Picture

In sales, a Dancing Pony is the sales person who gives all of the information on the first call or visit. This is then perceived by the customer as open information to be used to get the best deal from the competition.
Sales people are warned continually that this is bad practice and they should hold back as much as possible until they get commitment. The buyers though are continually told to try and get all of the information early and under no circumstances to give a commitment.

In my humble opinion, this all leads to a competitive culture where each is trying to outwit the other to get the 'best deal'. This invariably leads to 'buyers remorse' which means that you feel inclined never to buy from that person again and the supplier resents giving any further help.

Clearly in the case of a service such as IT support or telephony which is all about the relationship this will never work.

As more and more 'open source' products are being given away free to start with, thanks largely to Google. There seems to be a new culture building in which the expectation is that you try stuff out first and become 'expert' in its use then go to market to get the best deal. This devalues the role of the expert advisor and potentially can waste a lot of our time. This in turn could damage our ability to do business.

So what can we do? I for one want to have happy customers that feel encouraged to recommend my services, so I'd rather cut out the competition and go straight for the relationship. Since that is going to be based fundamentally on my ability to provide the service, I'm going to give all that I can of my time and expertise free of charge and if prospective customers go elsewhere then good luck to them.

With this in mind, feel free to ask me for a quotation or help any time. 

Bring on the Dancing Ponies! ;)


0 Comments



Leave a Reply.

    Categories

    All
    Accounting
    Broadband
    Business
    Computing
    Crafts
    Digital
    Education
    Electrical
    Fashion
    Finance
    Food And Drink
    Garden
    Health
    Human Resources
    Insurance
    International
    Jobs
    Legal
    Maintenance
    Marketing
    Mortgages
    Networking
    Other
    Photography
    Sales
    Seo
    Social Media
    Telecoms
    Training

    CAP BUSINESS CLUBS BLOG

    Archives

    December 2018
    November 2018
    July 2018
    May 2018
    April 2018
    March 2018
    February 2018
    January 2018
    October 2016
    July 2016
    March 2016
    February 2016
    November 2015
    October 2015
    September 2015
    August 2015
    July 2015
    June 2015
    May 2015
    March 2015
    February 2015
    January 2015
    December 2014
    November 2014
    October 2014
    September 2014
    August 2014
    July 2014
    June 2014
    May 2014
    April 2014
    March 2014
    February 2014
    January 2014
    December 2013
    November 2013
    October 2013
    September 2013
    August 2013
    July 2013
    June 2013
    May 2013

    RSS Feed


     Visit us on Facebook - We always appreciate any "Likes"
    Picture

    Contact us
    T: 01594 723120
    M: 07811 981929
    Email: Here


    Office 3
    The Main Place
    Old Station Way
    Coleford, Glos
    GL16 8RH


    Picture
    Home
    Members
    Contact
    Join
    Links
    Testimonials

Office 3, The Main Place
Coleford
Gloucestershire
GL16 8RH
Privacy Policy
Picture
  • Home
  • Members
  • Contact
  • Podcasts
  • Books
  • courses
  • Blog