Thoughtful Thursdays – Something for nothing?

All too often prospects and customers push sales representatives to give them something for nothing, they want the best price after all. There is nothing wrong with asking, the issue for me is the growing number of concessions that are made in order to get the sale. It seems easier for sales reps to sell the lower price to their managers than a higher price to the customer.

What’s up with that?

Pressure to get something for nothing is more often a test rather than an expectation. If what you are selling is worth what you are charging, it is a good idea to remind your customer of the true value of what they are getting.

Make a habit of thinking and communicating that nothing is free.

My challenge is to make August a nothing for nothing month and watch your sales and profitability grow!

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

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