Don’t Make It Sound So Negative

By Tibor Shanto
Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales. The implication becomes that it is low value, easy to undercut on price, delivers few loyal customers, and generally undesired. The implication being that the only way to win is by price, with the winning move being to lower it. But commodity is not a death sentence; it is a reason to adjust and change; you don’t need to make it sound so negative.
Some Are Just Born That Way
No other tribe lives and dies by the phrase “perception is reality,” and perception is shaped by experience and environment. Companies who sell commodities, gravel let’s say, never have this discussion, because they know they are a commodity. They skip the BS and go