Systems News - Used Office Furniture

Link: http://systemsnews.com/newsletter/2008/Nltr01-28-08.pdf

Will You Pass the Flinch Test?

Part One

When the Time comes to submit your pricing, often times many hours are spend formulating some glorious proposal. Despite any efforts, however, most clients will flip right to the pricing page and say something like ―gosh, I didn't think it would be this expensive!

The Key to passing the Flinch Test is to respond with confidence in your price. One would hope that you have integrity so why present something you don't believe in?

Some responses that cause you to fail include: What Price Were You Looking For? I’ll Ask my Manager if we can do Better… How about if I take 10% off?