Systems News - Used Office Furniture

Link: http://systemsnews.com/newsletter/2008/Nltr02-11-08.pdf

Will You Pass the Flinch Test?
Part Three

“For 25 years, sales people asked me for coaching on the price of their proposal as I was the head of Procurement for my company. I told each one of them the same thing. Provide us with the best price that you feel good about giving and either way, you win. I always got a puzzled expression from that. Let me explain. If we award the business to you at that price, you’re happy. If we award the business to someone else at a lower price, you are happy as well because you wouldn’t have been happy to support the account at that price point.” —Lee B. Salz (President of Sales Dodo.)

To share a little secret, I use the flinch test all the time when I buy. It’s amazing how quickly sales people drop their drawers on price. I bet I’ve saved my family 20% across the board for all of our spending just with that test. It’s no wonder that professional buyers use this. I often wonder how many commission dollars were lost just because they flinched. How may commission dollars have you lost because you flinched?

If you remember back to last week, we were talking about the test of folding before your client in pricing. We talked about the secrets to people who don't flinch, and here is the final thoughts: