This has been a tough year for salespeople in all industries–no doubt about it! But here’s another trend that’s gaining momentum: Customers who want something for nothing. It’s not just reality–it’s ACTUALITY!!
One of my clients, who pretty much has all his sales eggs tied up in one Fortune 100 basket, told me the purchasing department (who writes his checks) goes on retreats to learn how to squeeze its vendors! (I wonder if they fail the course if they don’t haggle over the cost of the training!)
This tactic is so preposterous. You can get all hot and bothered about it, especially because it’s usually pulled out of a hat in the “ninth inning” before the final signature is inked on the contract (sooo close you can taste victory). You gotta give the customer credit for trying. I’m sure it works some of the time.
How do you handle scenarios like these where customers want something for nothing? My favorite response: Laugh, and then say, “Wow! That was a good one!”
{ 2 comments… read them below or add one }
Thank you! This is reassuring. As of late, I’ve been feeling inadequate when I don’t give in (or give up something for nothing). I will participate in negotiation, but both sides have to move for it to work.
Brian, I agree. To have a good business relationship, both sides must receive value. The customer must believe he’s getting value for his investment (and good salespeople find ways to deliver even more than that) and the salesperson must believe that his product or service is worth the asking price. If I ever do reduce a price or give something away, I feel entitled to ask my customer for something in return.