Customers Who Want Something for Nothing
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!”