Ever felt pressured by a customer who's pushing too hard on your pricing? consider this approach next time a customer asks if you can take x dollars off your price. "I don't think there's any way I can take off x. I may be able to get y dollars off. I don't know yet. Let me ask you something. If I can manage to get it to you for y...(and again, I don't know yet - I'll have to do some checking), if I can do that for you, are we going to be moving forward with this?" This enables you to gain commitment up front and avoid wasting time pursuing an option that wouldn't result in a sale.
Today's chuckle:
If at first you do succeed, try not to look surprised.
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Jeff Mowatt, B.Comm., CSP is a professional speaker and best-selling author who works with organizations who want to strengthen customer loyalty, increase spending per customer, and recharge customer service teamwork. To inquire about engaging Jeff for your team, email us at info@jeffmowatt.com or call toll free 1-800-JMowatt (566-9288). Web: www.JeffMowatt.com
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