In Glengarry Glen Ross, Alec Baldwin plays the character Blake, almost earning Baldwin an Oscar for the role. The salestalk presented is one of the finest ever, allthough sarcastic, it contains the foundations of a well meditated salesmen.
Todd Sattersten has published an eBook called Fixed to Flexible and it is about cost, price, margin, and the options we have for how to sell. It is a quick and good read. I especially recommend it for entreprepreneurs, product/marketing guys and sales people. It might change the way you look at pricing.
- The story of cost is that it always trends down. You can count on it.
- The story of price is that it is more flexible than you think.
- The story of margin is that is is a stark choice between opposing strategies.
- The story of options is that you have many more than you realize.
The way they are stated here they seem simple and obvious. However, I recommend you read the book. Every topic has a concise an entertaining explanation.
What kind of store is not about sales? That’s like saying you’ve got a pen that isn’t about writing – I like it :-)
Nokia Confirms New York and Chicago Flagship Stores Are Closing in Early 2010
Same deal with the London store — big expensive stores that failed to generate sales. Chris Ziegler at Engadget writes:
The way we saw it, these stores were never about sales; they were
about exposing Nokia to the public and vice versa in a cool, hip
environment, and regardless of how you feel about the company’s
handsets, they’d effectively accomplished that with the flagship
What kind of store is not about sales? That’s like saying you’ve got a pen that isn’t about writing.
Charging for your product helps you find out who your customers are. Discovering who your customers are is crucial and it isn’t as easy as it would seem. When a product first launches it can be picked up by a wide variety of groups. But a product can’t effectively target all types of users so decisions have to be made pretty early on about what type of customer you are targeting. Not charging for your product can push you towards making the wrong decision.Charging for the product helped us quickly figure out who our customers were going to be, what they wanted to accomplish and how we could help them. When you launch your next product ask yourself, “Am I looking for users or customers?” The answer should have a big impact on your decisions going forward.