Winning the price game: if you don't believe in your company or the value of the products you sell, it's time to go back to school.(STRICTLY for SALES)

Industrial Distribution, December, 2004 by Reilly, Tom

MOST PRICE OBJECTIONS are the result of self-inflicted wounds. Salespeople routinely sabotage their own efforts at negotiating for higher prices. Here are three cases in point:

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The first comes from a real-life scenario, where I was auditing the salesperson's performance. The sale involved a customization fee of $500 for the work the customer wanted performed. When the salesperson presented the charge, he said, "We generally charge $500 for this customization and I know you said that might play a role in your decision. We need to charge for this ...