{"id":41,"date":"2012-07-26T12:00:00","date_gmt":"2012-07-26T12:00:00","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/2012\/07\/26\/thoughtful-thursdays-ask-yourself-why\/"},"modified":"2019-04-03T07:50:09","modified_gmt":"2019-04-03T11:50:09","slug":"thoughtful-thursdays-ask-yourself-why","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2012\/07\/26\/thoughtful-thursdays-ask-yourself-why\/","title":{"rendered":"Thoughtful Thursdays &#8211; Ask yourself why"},"content":{"rendered":"<p>Last week I ended with: Don&#8217;t be afraid to ask &#8220;Why?&#8221; I did not specify who to ask. The post inferred the question would be directed to the prospect.<\/p>\n<p>Today&#8217;s thought re-directs that question internally to you.<\/p>\n<p>The reasons sales people drop prices are numerous and varied. Arguably it is the easiest way to make a sale. When asked.why it was done,\u00a0most will respond that the sale would have been lost otherwise. Assuming we are not talking about commodities, it is a best practice to ask yourself a few &#8220;why&#8221; questions before making your decision.<\/p>\n<ul>\n<li>Why are my prices out of line?<\/li>\n<li>Why is the competition willing to leave money on the table?<\/li>\n<li>Why should I drop my prices?<\/li>\n<li>Why does the prospect not see the value in purchasing from me?<\/li>\n<li>Why am I afraid of losing the order?<\/li>\n<\/ul>\n<p>Absolutely there will be circumstances that justify making price concessions and your business will not be any less successful.<\/p>\n<p>The thought is to always know why you are doing it, and\u00a0the consequences of your actions. Too many times I have seen price erode for no better reason than the sales\u00a0representative failing to ask themselves why before making their decision. Don&#8217;t be that sales person.<\/p>\n<p>Imagine the impact on your sales revenue if you\u00a0gained\u00a0ten cents for each dollar billed. That equates to incremental revenues of $100 for every $1000 invoiced, and that is worth thinking about.<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Last week I ended with: Don&#8217;t be afraid to ask &#8220;Why?&#8221; I did not specify who to ask. The post inferred the question would be directed to the prospect. Today&#8217;s thought re-directs that question internally&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2012\/07\/26\/thoughtful-thursdays-ask-yourself-why\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[5,8,3],"tags":[],"class_list":["post-41","post","type-post","status-publish","format-standard","hentry","category-sales-tips","category-selling-skills","category-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/41","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=41"}],"version-history":[{"count":2,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/41\/revisions"}],"predecessor-version":[{"id":3453,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/41\/revisions\/3453"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=41"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=41"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=41"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}