Clip from Episode 8: Jacquelyn Nicholson of Percolate:
Is there something that you believe that the average sales rep would think is crazy? Oh a lot of the people I work with today think I’m crazy for how much I ask for for our services and our software or how much I try to sell. And this isn’t like if anybody who’s my customer is listening it’s not about trying to you know get more money than is appropriate. It’s just you know extracting the maximum you know price that’s viable that makes sense that provides value back to the customer. So it’s really about you know asking for the price that makes sense and I find a lot of times people that you know the first thing they want to do is oh we’ll just cut the price. And I and I never know why that is because that’s not that’s not the point. Yeah. You know it’s funny I have a personal philosophy that I never negotiate with myself. I think it’s fascinating that so many sales people they’re preparing your proposal and then and then they’re discounting before they’ve even shown it to the customer and that that seems insane to me. Oh yeah. That’s actually a much more eloquent way of putting it the way you put it. And I completely agree with you.
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