Total Cost of Ownership – A BIGGER deal than you might think

All sales professionals need to be deeply versed in the concept of Total Cost of Ownership.  Unless of course what you’re selling is a commodity with no differentiation, and your company provides nothing beyond the bare essentials of customer service and support.

If that describes you, then by all means stay laser-beam focused on your low, low price.

But it doesn’t describe you.  Those sorts of sales reps have already been fired and those sorts of B2B companies are already out of business.

It can be a challenge though, to get your customer – particularly those hard-nosed, old-school purchasing types – to think in terms of TCO.  Thanks to Harry Moser, Founder & President of the Reshoring Initiative, I’m able to share three tools you can use to help get the message through.

One:  Listen to the brief audio clip above.  Get your price-focused customers to listen.  If 10% more US manufacturers used TCO-based instead of low-price decision criteria, they’d create at least one million new jobs.  If 20% more US manufacturers used TCO-based instead of low-price decision criteria, they’d create at least two million new jobs.

Two:  Listen to Harry’s entire Manufacturing Revival Radio interview.  He’s talking about manufacturing management, but wow what a professional selling lesson!

Three:  Study and use the Reshoring Initiative’s TCO Tool.  Better yet, use it as the basis for building a TCO tool that tells your unique story.

Like I always say, they don’t care about you.  They don’t care about your company.  They don’t care about your products and services.  They’re all in the money-making business.  They care about TCO!