Letters to the Editor: When low price becomes a liability
Letters to the Editor
Sam Allman's article, "Teaching Your Salespeople to Sell at Higher Prices than the Competition" (Aug. 2002 NFT), gave me some much-needed insight. I am a professional flooring installer moving into sales who had what he thought was the flooring consumer's utopia. Not being a salesperson, and not wanting to be like the majority I have met or known, I offered my customers flooring at cost and focused (on generating my profit) primarily with installations and custom work. It made sense to me that if a customer could purchase the same, equal or better product with better service and quality installation at a lower price, it would only be a matter of time before my doors were being knocked down.
For some time now I have been in disbelief (because) the door is not only NOT being knocked down, but not even KNOCKED ON!!