In your business, how do you handle the sales and price and T&C parts of the sales?
Specifically, when clients try to haggle, or try to make you play by their rules - what do you do?
It’s very common to then start to appease the buyer - and it's a grave mistake.
[Thread]
Saw this tweet the other day:
"But we're BIG and you're small. You can be flexible."
"No. It's because I'm small that I can't be."
Because how big a client is doesn’t have to affect your terms and conditions, and shouldn’t.
Because with that reply, the client heard ‘you’re right, you’re bigger and therefore dominant.
‘And you are small, so you do what we say’.
If you then agree with the first part of the statement, nothing you’ll say afterwards will change things for the better.
It’s a lost case.
So a good and useful reply would be:
[...]“Size doesn’t matter.
With two sentences, you can turn the tables, and position yourself back where you belong, meaning:
The owner and protector of the buying process.
But don’t be intimidated, and never let them bully you just because they’re bigger.
You run the business, you get to define your terms and conditions.
This element of social frames is a big part of the ethical selling framework I'm teaching this Friday.
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