It's Always About the Money and It's Never About the Money

Students constantly ask me, "John, what do I do when a customer asks me to drop price?"

Whenever I'm asked this question (and it happens a lot), I ask the seminar attendee to consider why their customer is asking them to drop price:  "So, do you really think they're asking because it's about the money?"

The student always replies, "Absolutely!"

Then, I proceed to tell them this story ...[more}

>>Tell Me, Mr. Customer
Watch John's video where he explains his techniques in getting a customer to open up.

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“I'VE BEEN COSTIGANIZED!”

"There are a few of us in the seminar, who are a little older in the tooth, that have done more sales courses and listened to more selling theories than what’s probably good for us. Your class was truly different and refreshing. Just watching the conversation you had on the phone with with my client - live - was worth the price of admission!” - CF, Head of Alliances

“You brought vitality back to how I approach leaving messages, qualifying opportunities and maintaining customer satisfaction. I am much more confident in the results that I can expect from my team.” - MH, Sales Director