"Show me a salesperson," stated Bob, "that tells a prospect he isn't going to buy and I'll show you a salesperson who starves."
With that, Bob leaned back in his chair and waited for any of the other salespeople to contradict him. No one did, at least not aloud.
Nick could not help but think of the last customer who bought from him. Looking back on what had transpired, Nick wondered if he were just lucky. Oh my Gosh, he thought, I did tell that customer he wasn't going to buy. But he did anyway. I wonder how I got out of that one. Nick replayed the scene in his mind.
"That's very interesting Nick," stated the prospect, turning around to look at Nick, "but your price is too high."
"Oh," said Nick wanting to kick himself for saying something so stupid. And then when he heard himself speaking again, he really wanted to kick himself.
"I suppose that it's over."
"What do you mean by that?" quizzed the prospect.
"Simple. My price is too high, and it is over." Nick held out his hand to shake the prospect's hand to thank him for his time when...
"Time out, Nick. Your price is high, but your product is better than what I've seen."
"I appreciate that," responded Nick, "but you aren't going to buy it, and I want to thank you for coming by." Nick again put his hand out.
"Actually, I think I will buy it. But I have to tell you Nick, telling people that they aren't going to buy is no way to make sales."
"Thanks for the advice," responded Nick, "I'll remember that."
I better not tell Bob about this, thought Nick. Even the customer told me it was no way to make sales.