There’s a local car dealership offering to buy cars from those who are in need of cash.  Unless they plan on downgrading on monthly payments or sorts, its a terrible idea.

While there may be many who are out of jobs this season, how do they plan on finding a new job and getting there everyday if they sale their car?

Same principle in business – don’t fire your sales team.

Currently, there are many companies cutting their sales time – non-salary, commissions-only sales associates.  Why?  They don’t get paid unless they make the company money.  Fire and consolidate the management first.  If a company let’s go of the sales teams, who needs management?  There’s nothing to manage.

To many this may seem like common-sense, but what kills me is there are companies who don’t get this basic principle.

For example. there are web development companies here in Atlanta, Georgia that have boards of directors.  First, why does a web development company need a board of directors boggles me.  But, these companies are letting go of their designers and developers – the workers responsible for product fulfillment.  They’re keeping their boards, though.  Stupid.

Don’t sell your car; don’t fire your sales teams.  These are the channels that increase you and your company’s income potential.

I once was a sales associate for Eddie Bauer.  Each of the associates, like most sales-oriented positions, had manager-set goals.  I would constantly sell 200-300% of my goal.  The general manager asked me one day, "How do you do it? How do you sell that much in revenue?"  I replied, "It's simple.  I'm not here to sell clothes."

"Can you cut me a deal?"

"May I have a discount?"

Ever had a client (or potential client) ask you a question such as these?

And, in response, "Sure, but may I cut the quality and value of my service?"  To which I'm sure they'd reply, "No."

If a client won't accept a diminished value of service, why should you accept a cheaper payment?

Accept full payment; deliver quality service. Neither you nor your client should be satisfied with anything less. You're worth it and so is your client.

I visited one of those post office/UPS stores in a nearby shopping center the other day.  I needed to buy some $.03 stamps - no packaging, no shipping, just stamps.

When I told the clerk (whom I believe was the store owner) what I needed, he got a little irritated that I would even make such a request.  Furthermore, he only had less than twenty $.03 stamps. Gosh, to make him work for $.60 and some change in profit.

Convenience is what brought me to the store.  Customer service is what will KEEP ME FROM GOING BACK.

If you don't appreciate the smallest value that your customers offer, your customers won't appreciate the greatest value that you offer.

Thousands, or even millions, of dollars may draw customers to you, but 5 good minutes of service is what keeps them.