Here we are at the month end and sales reps in many firms are going to be instructed to do what it takes to close deals. So, there’s this quote that we literally ripped out of Ron Hubsher’s book, Closing Time that might help.

Ron says:

1. Sales is about creating an eager buyer. By creating an artificial timeline to get a discount for the buyer, you have not created any real value to the buyer. If the buyer was convinced you were the best choice and was ready to choose your offering, you have needlessly given away 20% of your revenue.

2. If the buyer is not ready to commit to you, you have dropped your pants. What do you think will happen next? If the buyer eventually decides to choose your solution, will he pay full price? Probably not. What minimum discount will he start with?

Ron goes on to say that you will have trained your buyer to delay his purchase and ask for a larger discount.

So … best of luck from all of us at Navatar Group on creating a winning month!

Allan Siegert

Oh, one more thing.

More about Ron’s book at: http://www.salesog.com/bookpage. By the way, he has a killer list of blurbs that any author would die for; here is just one of them:

“An outstanding system for negotiating and closing sales opportunities on a global basis. I would recommend it to executives looking to drive revenues, command price premiums, and increase shareholder value. It is easy to understand, easy to use, and easy to implement. It is a must read.”
– Jim Steele: Chief Customer Officer, Salesforce.com