The Sales Archaeologist

At the end of World War two, after the other axis powers had been defeated Japan was holding on and although clearly losing the War putting up a really tough fight to the end. Perhaps the best demonstration of that tough fight was seen in their turning to the use of Kamikaze or suicide pilots to sink American warships.

These pilots would be put into older planes packed with explosives. They were given no parachute - there was no turning back. They were also given no training, just enough to get the plane in the air, the absolute minimum. This meant the pilots were not prepared or able to fight off attacking US fighters nor were they able to avoid the anti aircraft fire coming from the ships effectively. This resulted in two things: 1. the tide of the war was not turned and 2: other than an emotional fear factor their impact was minimal on the enemy.

So maybe your business is struggling right now and you feel forced to drop pricing through the floor. Buy the business if necessary. At the same time your sales people are ill equipped and you are definitely not going to provide any training to help them. What can you expect the results to be? Are you sending them to the slaughter? Is it Kamikaze time?

If it is then be assured the results for you will be the same as numbers 1 and 2 above. You won't turn the tide of a failing business by dropping price and becoming the low price option will only serve to make your competitors lives a little more frustrating - nothing more.