Think Before You Speak

Too many sales people respond to a customer's request much faster than they should. Here's a personal example:

A client recently asked me for a concession on a program I had quoted on. Because I had worked with them for several years and this particular program was one of several I was conducting for them, I made the concession. However, a day later, I thought of an alternative idea that, in all likelihood, would have reduced my concession without costing my client anything. It would have required some barter but I am confident my client would have accepted the idea.

This happens all the time in business. A client’s request is not unreasonable so we accept it without thinking of alternatives. Or, we bend to a customer’s demand because we’re afraid of losing the sale. Yet, the first rule of thumb in negotiating is to make people work for what they get.

Before you acquiesce to the demands of loyal customer or new prospect, think before you speak (or write an email). A few minutes or hours of thoughtful contemplation can drive more sales to your top line and put more money in the bank. Think before you speak.

Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at his website. For information on his programs contact him at 905-633-7750 or by email.