“The Specialist” Sales and Management Training Blog

Hi everybody,

I hate the fact that you had to wait all weekend for the answer to my pretend scenario but if you remember about a month ago I mentioned that because of the preparation that goes into the radio show I would no longer do posts on weekends.

So lets cut to the chase and see how we can solve the question of dropping the price during a sale and still try and save face! If you remember, “The Specialist” specifically stated that he did not like doing that. Having said that, a reader who calls himself “sucker free” informed us that the technique he used was especially effective as long as he had established a tremendous rapport with the customer. What he would do was use something like a bonding situation whereas maybe they were both from the same state or something similar.

I believe that at all cost you avoid that situation. What I do is spend my time reading my customer to the point that BEFORE I ever quote a price I have evaluated the customer to the maximum extent and try NEVER to be in that position. On the few times I have been forced into this situation I find something DIFFERENT in the way I frame the product, perhaps by acknowledging that because I notice something different about the way he is going to use his product maybe we can save him some money on the price by approaching it this way. By doing this I am showing the client a genuine interest in his or her business and am actually showing a lot of creativity in order to save him or her some money.

I WILL NOT EVER drop the price because of some special bonding situation or because I want to do something special for the person. The customer hears that line every day of the week and they know you say that to everyone…there goes your sincerity! Most of the time there also goes your deal because the client then becomes greedy and knows you will do anything for the sale! I hope this helps. Try it, you’ll like the results, I guarantee it! More importantly, you will still leave with your pride and dignity.

By the way some of you missed a great seminar! I hope you enjoy listening to the radio show and don’t forget to sign up for the FREE newsletter and get the members’ discounts!

“The Specialist”