Develop an Allergy to Discounting

I heard about a buyer who was informed he could have a 17% discount for a $20,000 order, but he couldn’t calculate the discount in his head. He turned to his assistant and asked, “Betty, if I were to give you twenty thousand dollars with a 17% discount, how much...

Sell With Enthusiasm, Not Hype

I’ve always been one who believes that enthusiasm is a key component for anybody in the selling profession. I’ve repeatedly said that “enthusiasm is the yeast that raises the dough ($).” Recently I stumbled on this short article written by Patrick Morin, President of...

“We Will Be Taking Three Bids”

One day as a salesperson sat in front of a buyer at his desk he noticed a price quote from his fiercest competitor out of the corner of his eye. Although it was in plain sight on top of a pile of papers, there was a soda can covering up the dollar amount of the quote....

“I Just Want to Get a Price”

MY SIMPLE RESPONSE TO THIS REQUEST IS…DON’T DO IT! Sometimes prospects attempt to short-circuit your selling process by demanding a price, and nothing else. Situations like that are tough to handle, but the worst thing you can do is give in and quote one. Prospects...