on to tell you what you need to pay for. Now, if we were talking about brain surgery or the like, then I would advise you to listen to the experts. However, janitorial service is 90% common sense. If you can operate a successful business, then you know 90% of what it takes to operate a succesFew building owners enjoy speaking to a salesperson. However, some of these same owners make the ordeal a financial and professional nightmare by going into the process unprepared.

Keep in mind that the salesperson is paid on commission. If you don’t hire their company, they aren’t paid. So, many salespeople will say and do almost anything to get your business. Basically, they are the ‘hunter’ and you are the ‘hunted’.

And, to make matters worse, the ‘hunted’ (you) often times help the hunter (the salesperson) land their prey, resulting in a nice size commission check for them.

Here are some of the common mistakes Business Owner make while dealing with a janitorial salesperson.

1. Letting them know that you are clueless to what it cost to clean your building. I use the word ‘clueless’ on purpose, so as to emphasis how vulnerable you are. When you say things like ‘I trust your opinion’ or ‘We need your expert advice’, you are handing the salesperson a blank check for them to fill in. Then, when you baulk at the price, they’ll use your confidence in their expertise against you.

2. Another mistake owners make is allowing the salesperson to tell you what you need to pay for. Now, if we were talking about brain surgery or the like, then I would advise you to listen to the experts. However, janitorial service is 90% common sense. If you can operate a successful business, then you know 90% of what it takes to operate a success

So, many salespeople will say and do almost anything to get your business. Basically, they are the ‘hunter’ and you are the ‘hunted’.

And, to make matters worse, the ‘hunted’ (you) often times help the hunter (the salesperson) land their prey, resulting in a nice size commission check for them.

Here are some of the common mistakes Business Owner make while dealing with a janitorial salesperson.

1. Letting them know that you are clueless to what it cost to clean your building. I use the word ‘clueless’ on purpose, so as to emphasis how vulnerable you are. When you say things like ‘I trust your opinion’ or ‘We need your expert advice’, you are handing the salesperson a blank check for them to fill in. Then, when you baulk at the price, they’ll use your confidence in their expertise against you.

2. Another mistake owners make is allowing the salesperson to tell you what you need to pay for. Now, if we were talking about brain surgery or the like, then I would advise you to listen to the experts. However, janitorial service is 90% common sense. If you can operate a successful business, then you know 90% of what it takes to operate a succes

r them.

Here are some of the common mistakes Business Owner make while dealing with a janitorial salesperson.

1. Letting them know that you are clueless to what it cost to clean your building. I use the word ‘clueless’ on purpose, so as to emphasis how vulnerable you are. When you say things like ‘I trust your opinion’ or ‘We need your expert advice’, you are handing the salesperson a blank check for them to fill in. Then, when you baulk at the price, they’ll use your confidence in their expertise against you.

2. Another mistake owners make is allowing the salesperson to tell you what you need to pay for. Now, if we were talking about brain surgery or the like, then I would advise you to listen to the experts. However, janitorial service is 90% common sense. If you can operate a successful business, then you know 90% of what it takes to operate a succes

say things like ‘I trust your opinion’ or ‘We need your expert advice’, you are handing the salesperson a blank check for them to fill in. Then, when you baulk at the price, they’ll use your confidence in their expertise against you.

2. Another mistake owners make is allowing the salesperson to tell you what you need to pay for. Now, if we were talking about brain surgery or the like, then I would advise you to listen to the experts. However, janitorial service is 90% common sense. If you can operate a successful business, then you know 90% of what it takes to operate a succes

on to tell you what you need to pay for. Now, if we were talking about brain surgery or the like, then I would advise you to listen to the experts. However, janitorial service is 90% common sense. If you can operate a successful business, then you know 90% of what it takes to operate a successful janitorial company. Don’t let a salesperson tell you otherwise

3. When you’re rude or disrespectful toward the current janitorial company, while speaking to someone who is bidding to replace them, you’re driving up the cost of your bid. Why? Because if the bidder thinks the level of cleaning is average or above, and you’re complaining about it, then s/he will think you’re going to be a problem customer. And, problem customers ALWAYS pay more. However, if the cleaning is not so good and the bidder knows this, then s/he will think that you should be willing to pay more for better service.

So, how do you avoid these and other mistakes? By having a uniformed method of giving information to each bidder. (For an example of this information, go to http://www.breakthecycleokc.com/Before_The_Bid_Worksheet.html)

By telling the salesperson what you what, you show them that you are not a novice to the process, and that competition will be on a level playing field. This way, each bidder will strive to be accurate as well as trim away extra ‘fat’ in their proposal.

D. Brownlee http://www.BreakTheCycleOKC.com