Streetfighter Selling for Sales Professionals
  • Feb

    Are You Profitable?

    Filed under: Uncategorized;

    It’s become a common rallying cry in the sales profession: “if we cut this deal, we can make it up on future sales.” My first experience with it was in my early days of ad sales. I left a meeting with a potential advertiser thinking ‘this is going to be huge.’ My sales manager wasn’t as impressed when I started spewing my promises for “more, more, more” if we’d take this cut-rate (half price) offer. “We’ll make it up when we renew!” That’s when he explained two rules of selling:
    1) don’t sell for potential profit, and
    2) it’s not good business to lose money on a sale.

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