The Culture of the Negotiated Pest Control Transaction

August 27, 2012

Culture and Negotiating Price

If you’ve ever lived in different countries or even different regions of the United States, you have learned that we do have real differences beyond personality. Our culture informs us of how to view life events. That’s especially true in commerce and the transaction of merchandise and services.

Examples of Cultural Issues in Pest Control Pricing

Here are a few examples of situations I’ve run across:
My technician tells me he gets really tired of certain nationalities that are always looking for bargains. He tells me, “The customer can take my price or leave it!”

This is a bad attitude informed by lack of exposure to other cultures and lack of understanding for the intent of the customer’s action. The technician gets his pride hurt when the prospect tells him that his price is too high, not understanding that in the eyes of the prospect he is taken for a fool if he doesn’t negotiate a lower price.

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Toilet Paper – Coffee Wars and Pest Control

December 22, 2011

If you have followed my pest control company, Hearts Pest Management, you already know that I love Starbucks. I based my employee model on Starbucks.

Recently I discovered some of the really nutritious and delicious meals at Jamba Juice in 4S Ranch. So I admit to taking my sandwich over to Coffee Bean and Tea Leaf next door for a latte. Again, despite my claimed loyalty to Starbucks, my wife (to whom I also profess loyalty) loves the Expressos at Coffee Bean and Tea Leaf. So we sometimes drive over to the “CBTL” in Carmel Mountain, San Diego. Read the rest of this entry »


The Yin Yang of Sales and Service

May 7, 2011

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When weighing the benefits of having one sales team and one separate service team vs. a combined sales/service team I believe something may be missing in the equation.

When you have separate sales and service teams the assumption is that they are assigned to do what they do best. Certainly you can maximize the selling ability of sales people by not burdening them with service. Likewise, you would not want to burden service people with sales opportunities they cannot close.
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I’m So Good, I’m Bad

April 13, 2011

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Now, as I ponder Michael Jackson’s, “I’m Bad” video, I’m not thinking about New York gang leaders. Feel free to listen to one of the best song/dance videos ever. While listening, ask yourself if it reminds you of anyone or any type of person you’ve known in the business world.
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What do Joshua, Paul Revere and Argentine Ants Have in Common?

February 22, 2011

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In this new social internet age, can anyone doubt our powerful need to communicate a message, to be heard and to act upon that message as a group.

In biblical times, Joshua rallied the Hebrew troops with his shofar, sounding the charge and striking fear in the hearts of the soldiers of Jericho. During the American Revolution, Paul Revere road his horse to fame on a midnight ride to warn the American patriots that “The British are coming!” And you all know that argentine ants, with their acid trails and chemical receptors transmit the message to stampede any threat and devour any food source. Read the rest of this entry »


If Service People Can’t Sell…

October 21, 2010

In pest control there is a division between companies with “universal pest control technicians” and those with the belief that service people are service people and salespeople are salespeople. There are good reasons to separate the sales and service function. One would be that you can devote full time to one or the other. Another is the belief that fundamentally these personality types are so different that you need separate functionality to put in place the best sales team and the best service team.
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Think Before You Knock!

September 11, 2010

You can find countless books on every aspect of the sale – except one. I have never, ever found one on a salesman’s guide to a fast exit.

At age fourteen, I sold door-to-door subscriptions for the Long Island Press. We traveled in groups on the public buses and subways to the areas we would work each evening. As I was to learn, the group could provide a false sense of safety because once we chose a door, we were on our own. Read the rest of this entry »


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