Sales Lesson from Royal Caribbean Cruise Line

I just saw this article on the web. Apparently complaining too much can get you banned from a cruise line. From one perspective, it speaks volumes about the price of criticizing, condemning and complaining.

Report: Royal Caribbean bans complaining couple for life

However, it also underscores a major point that we need to recognize on the sales side of the equation.

I used to work with a guy who prided himself on “not letting any get away”. He wanted to get them all and typically looked for ways to capture and win all the prospect that came his way.

As a sales professional, there are some prospects that you simply don’t want to pursue. There will always be that special group of prospects that are looking for the lowest price. They will always try to get you to lower your price, they will never pay on time, they will always find something to complain about and they will continue to come back for seconds, thirds and fourths.

You never want to commoditize your productor service and be the lowest bidder. If you believe in your product and sell based on value, price should never be a real issue (unless, of course, you are WAY out of line with the price).

Focus your attention on your real customers and prune out the prospect looking for a free ride. Do business on your terms with the people that you want. Not only will you free up time to be more productive, you’ll be happier for it, and your real customers will thank you for the extra attention.

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