Thursday, March 5, 2009

Be Careful What You Offer

In this economy, we're all feeling the pinch. That can make us anxious to bend over backwards to appease prospects. While it's important to keep your clients happy, you don't want to cut into your profit by giving things away. Take this advice from sales trainer Mark Hunter and think before you commit to that freebie.

"When the market gets soft and sales become a little harder to come by, it's easy to start flinching at every hesitation you see from a prospect," says Hunter. "The problem is that each time you acknowledge a flinch by the customer, you make another commitment and give them something extra. At the time you may think it's critical to close the sale, but it rarely is, especially when what you end up offering the customer is something they really don't need."

"Think about this for a moment: if you were offered something for free, would you turn it down? No, you'd accept what's being offered, but you may not place much value in it. In fact, you may not even use what was given to you. In the same way, your customer will readily accept what you offer them, but they may not place any value on it. The end result? You cut into your profit and, in some situations, wind up making a sale with no profit at all because of the little extras that were offered up along the way."

Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit

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