You get what you pay for…

You get what you pay for…

I don’t know who first said this but there is no truer saying than the above. You get what you pay for. We have all been burnt by paying too little, but no one wants to pay too much.

Marketing, advertising and psychology combine to send us into apoplexy with ‘Discounts’ and ‘Limited Time Only’ deals.

Early in my career I had trouble rationalising how my Managing Director would have his people and himself squeeze every last drop out of a supplier, yet on the other hand push his sales team to charge 10 – 20% more in the marketplace.

My now 50 year old brain can reflect that sales people have the ability to say ‘No’ – if they are confident in the product or service they sell and more importantly within themselves.

They will win business because they CHOOSE to stand in their power.

This is the ‘Game’ and salespeople could do well by learning the rules: their companies, results and most of all self-esteem will benefit.

I bought a second-hand Volvo 20 years ago, every fibre of my body screamed at me not to buy it … except my wife. With smoke, mirrors and a trade-in I secured a cracking deal. Two years later after a new engine, air conditioning and gearbox, we sold it for a tiny fraction of the cost. Yep, it still hurts.

A couple of years ago my (still) wife and I went car shopping again. We had been up and down the highway for three weeks looking for a sales person we liked and trusted and came across Jeremy. He had the perfect car – a Mazda with $17990 painted across the windscreen. My wife gave me the look to buy it.

I tried to negotiate and pulled out all my skills. I eventually paid, yep, the full price.

What I loved about the experience is that Jeremy read us both, treated us with complete respect and didn’t once make us feel ripped off nor did he carry on like a smartarse.

Last week I went back to see Jeremy, I hadn’t seen him for over a year and without blinking he said “g’day Charlie, how is Trudy and the Mazda” – boom!!!

There are many lessons in this, one of the most important is to be aware of what is going on around you, stand in your power, enjoy it and reap the rewards.

Charlie Pidcock