A professional salesperson always puts their client first, not themselves. When I was selling software systems to large construction contractors, my software consisted of many modules all of which could be purchased. I would often demonstrate just about all the modules to the client (depending on their needs). But then when it came time for pricing discussions, I would level with them and tell them very candidly which modules that they probably didn’t need. Ones that they could always be phased in down the road. I explained in detail what they would get with a specific module and then if they were on the fence, I would recommend removing it from the proposal which would result in a reduced price tag for the client.
Customers like this. They are at a point where they are trusting you with their best interests in mind. They are looking for my honest guidance and recommendations, as I knew my product a lot better than they did. That trust was built even more when I showed them that I was putting their wallet before mine by recommending modules that might have been overkill that we could remove from the quote. This kind of honesty goes a long way. If the client was considering a $30,000 investment by purchasing your product, and you now removed two modules (or options) that saved them $6,000, they will be delighted to move ahead with the $24,000 proposal. Honesty + reduced price = faster sale + solid trust and credibility.
This is what excellent selling is all about. This kind of honesty did two things for me that greatly boosted my sales: 1. Clients would sign deals with me sooner because they knew that they were working with a credible sales representative that put their wallet first, and 2. I got more and more sales than any other rep. Word of mouth spread that I was an honest guy, knew my stuff and I could help customers get what they wanted and spend less. As a matter of fact, in one particular sales year, I sold nearly double the number of software solutions than the rep who came in behind me in second place!
Remember the above. Put away your commissions calculator. Instead of getting that $30,000 sale, I only got the deal for $24,000 but I got it sooner than later (which I love and so didn’t my sales manager). I also got far more sales, and that volume offsets the $6,000 reduced price tag! Think big success, long term picture. Put your client’s wallet first!
-Happy Selling!