by Tim Roberts
Best-of-class salespeople earn their “best-of-class” distinction largely because of their ability to think with clarity. Exceptional at reading a situation, the best understand their mission is simply to find the truth – and truth based on facts and evidence. Evidence is their standard.
The best are also disinclined to play “The Price is Right,” but will candidly tell you there are evidence-based circumstances that might justify honoring Emerson’s Law of Compensation, “Give a little to get a little” and will therefore, from time-to-time prudently make an investment concession.
Customers and clients have proven strategies for asking (sometimes, ‘requiring’) sellers to “help them” as they “restructure all pricing.” These folks can actually be quite kind in their request. Why shouldn’t they be? If I were going to ask for a chunk of your commission check, I’d do it kindly, too.
Your Line of Questioning
Consider this line of questioning before throwing your company’s business plan out the window. “Very wise of you to fix your bottom line, Mr. Customer, smart move. Say, what’s driving this? I mean, typically there are two or three reasons why someone is asking for us to decrease our price. One is they’re getting heat from their customers and it’s market driven. Another one may be that it’s driven by weak sales or costly operational mistakes that have threatened the bottom line. Or, it just may be driven by management for whatever reason. Heck, it might be that one or more of my competitors stopped in and tried the old wedge move, you know, low-ball the price to see if you might budge. Before I take your request to my company, please know they are going to ask me for evidence, for solid reasons for doing this. I’ll need you to be transparent IF we are able to help. Is that fair?”
Prospects Never Stop Negotiating – NEVER.
Can you imagine going to your boss and “fighting” for a price decrease because the customer’s sales team sucks? Because their Operations or Quality Control manager hasn’t done their job? Or because the company owner wants a new corporate jet? Help me understand what happens to you when your co-workers learn of your willingness to support failing enterprises or enterprises that grow because of your desire to be in the loan business. Please, I know of charities in town that could use your altruistic heart and wallet.
Dig deep, folks, very deep when finding the facts, evidence and truth. Evidence-based selling keeps you in the thinkin’ business. When you get there, enjoy your new best-of-class buddies. They’re very cool!
At Sandler Training Trustpointe, we think – deeply. To learn more about donating commission checks, gathering evidence, and proven buyer strategies, contact Tim Roberts at 317-845-0041 or tim.roberts@sandler.com
Ooooh, nice Lear. Is this real leather?
