Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.

It's not pretty.

The customer may not even be asking for a discount/added value but at the slightest sign of hesitation a.k.a silence - the salesperson drops the price or keeps throwing in extras "to sweeten the deal."

This isn't called selling - it is called Folding Like A Taco.

Get Comfortable With Asking For The Investment

This Sales Diva does not believe in CLOSING the deal with a customer. I see it as OPENING the door instead. I also know that in a relationship (which is what you should have with your customer by the way) there is some give and take involved. But you can't be the one doing all the giving!

So follow these 4 steps:

1. Come in with your best offer right out of the gate. Years ago when I sold television advertising with Canada's largest networks - I had a client that always asked for every concession FIRST and then they tried to bounce the offer back and forth between competitors.

However I have always had one rule. Integrity.

I will never forget the conversation with my customer. When he said the other TV station had dropped their price, I asked the owner a question. "Roger - what would have happened if I hadn't brought this proposal to you? You would have paid the full price that they were asking. In essence - by dropping their price so quickly - they have shown you they were overcharging you in the first place. I brought you the best offer right out of the gate. Our product is like yours - extremely high quality - and I know that you always stick to your word with your customers - just as I do. My offer stands."

He looked at me and there was a long silence. He said "Kim - I never thought of it that way. I will go ahead with your proposal."

HOORAY!

2. Don't start your conversation with price. Give your customer the investment only after they understand the major benefits of your product or service. If you start with price - I guarantee you are heading down the rocky road of objections.

3. Allow the customer time to think. Just because there is silence doesn't mean you need to start "folding your price." Let them think it over.

4. Look at the word COMPROMISE in a new way. You know what the dictionary has to say on the word COMPROMISE? "A settlement of differences in which each side makes concessions." Look at the word this way: CO-M-PROMISE. Basically it is a promise made by 2 or more people to meet in the middle. It isn't called ONEPROMISE!

If your customer is genuinely concerned with the investment - then you have some choices. You can either fold like a taco and drop the price considerably. (Not a Diva recommendation!) Or you can provide added value/decrease in pricing based upon a commitment from them in a volume buy, or repeat business over a duration of time. You can also decrease your price but also delete some of your services as well. Say "I can definitely work within your budget, however, we will have to reduce "this" from the package.

Remember - Desperation Isn't Pretty!

Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates in the future.

So stick with your guns, believe in yourself and what your business brings to the table!

Copyright© 2005

Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com

In The News:


pen paper and inkwell


cat break through


The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Sales 101

For many individuals in business the hardest part is selling.... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

How to Boost Your Sales Letter Conversion Rate

Emotion and reason mix very well together to make excellent... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Spend More Time Selling

On average a sales person spends less than two hours... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

Probe Before You Sell

When selling a product to a customer, it is very... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Make Your Prospects Speak

You've probably heard people speaking about someone that he was... Read More

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa.... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More