Saturday, June 10, 2006

Retail Sales Training- The Discounting Game

Listen to this tip here:

Virtually everyone who sells for a living is faced the dilemma of discounting from time-to-time in order to close a deal. However, it is critical to look at this wisely.

I once spoke to retail owner who sold her products at cost to one customer just to prevent him from going to the competition. She mistakenly believed that this person would eventually pay full price for her products down the road. My perspective is that it would be more profitable for her to let that customer go and take his business to the competitor.

A friend of mine was asked to do a presentation for much less than his standard fee. Even though he did not have anything booked on that particular day, and given the short notice, it was unlikely his calendar would fill up on the day in question, he resisted the temptation to discount his fee because he knew the value of his presentation to the company who had contacted him.

You won’t do business with everyone that contacts you. And severe discounting is seldom the best long- term answer. Here is the best rule of thumb to follow: if you don’t feel comfortable with the discount learn to let go of the sale.

If you face constant requests to discount your products or services then you should attend my upcoming tele-seminar series, Negotiate Like a Pro.

This 4-module series offers practical advice that will help you manage these requests much more effectively. You will feel more confident negotiating with price buyers. You will sell your products/services for a higher price. And you will feel better about yourself.

If you want to win more of your negotiations, then check it out right now. This program starts in less than 10 days so you have to act quickly. Don't wait. Register today.

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