Targeted mailing lists and sales leads
across all industries - Click Here

eBusiness Help
Targeted mailing lists and sales leads across all industries
Target consumers in any U.S. geographic area by demographics, lifestyle and purchase behavior
Free Demo: Managed Mail Solution
The first fully hosted and supported mail solution
Easy to Use Hosted Support Solution - No software to install
Complete solution automates email, FAQs, ticket tracking, live chat, advanced reporting, POP email importing, more

Free Software Archive:
Enterprise and Home Networking Downloads

WebProWorld Marketing Forum

Project: test business model?
After reading all the great responses that Cspelts received after laying it all out on the table... I started thinking. I have an idea for a test business model but I know that I haven't thought about all of possible shortfalls / problems...

failing at this affiliate stuff need help
I dont have a website all I am is using commission junction to search for a affiliate than I am getting the link from the site that offers a descent commision that contains my acct information and going to google's adwords site and...

Blogs Mean Business
Blogs are becoming essential for business. Steve Rubel of is one of our publishing partners who is on the cutting edge of this marketing and communications revolution. Below are comments and pointers by Steve...

Recent Articles

Customers for Life!
The most successful companies place great value on developing lifetime relationships with their customers. In today's competitive marketplace, they're aware that their customers are aggressively prospected and their loyalty cannot be taken for granted...

The “Shocking” Sales Strategy of Saying THANKS!
I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief - it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either!

How Leaky is Your Sales Pipeline?
Does your Sales Pipeline leak? If you answered no, you don't even understand the question. Every business' Sales Pipeline leaks to some extent.

Microsoft Calls Up CRM 3.0
The new version skips from CRM 1.2 to 3.0 and will be available to current users at the end of 2005. In the beginning, there was Siebel, a name that...


Do You Fold Like A Taco?

By Kim Duke

Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.

It's not pretty.

The customer may not even be asking for a discount/added value but at the slightest sign of hesitation a.k.a silence - the salesperson drops the price or keeps throwing in extras "to sweeten the deal."

This isn't called selling - it is called Folding Like A Taco.

Get Comfortable With Asking For The Investment

This Sales Diva does not believe in CLOSING the deal with a customer. I see it as OPENING the door instead. I also know that in a relationship (which is what you should have with your customer by the way) there is some give and take involved. But you can't be the one doing all the giving!

So follow these 4 steps:

1. Come in with your best offer right out of the gate. Years ago when I sold television advertising with Canada's largest networks - I had a client that always asked for every concession FIRST and then they tried to bounce the offer back and forth between competitors.

However I have always had one rule. Integrity.

I will never forget the conversation with my customer. When he said the other TV station had dropped their price, I asked the owner a question. " Roger - what would have happened if I hadn't brought this proposal to you? You would have paid the full price that they were asking. In essence - by dropping their price so quickly - they have shown you they were overcharging you in the first place. I brought you the best offer right out of the gate. Our product is like yours - extremely high quality - and I know that you always stick to your word with your customers- just as I do. My offer stands."

He looked at me and there was a long silence. He said " Kim - I never thought of it that way. I will go ahead with your proposal."


2. Don't start your conversation with price. Give your customer the investment only after they understand the major benefits of your product or service. If you start with price - I guarantee you are heading down the rocky road of objections.

3. Allow the customer time to think. Just because there is silence doesn't mean you need to start "folding your price. " Let them think it over.

4. Look at the word COMPROMISE in a new way. You know what the dictionary has to say on the word COMPROMISE? " A settlement of differences in which each side makes concessions." Look at the word this way: CO-M-PROMISE. Basically it is a promise made by 2 or more people to meet in the middle. It isn't called ONEPROMISE!

If your customer is genuinely concerned with the investment - then you have some choices. You can either fold like a taco and drop the price considerably. (Not a Diva recommendation!) Or you can provide added value/decrease in pricing based upon a commitment from them in a volume buy, or repeat business over a duration of time. You can also decrease your price but also delete some of your services as well. Say "I can definitely work within your budget, however, we will have to reduce "this" from the package.

Remember - Desperation Isn't Pretty!

Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates in the future.

So stick with your guns, believe in yourself and what your business brings to the table!

About the Author:
Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website

About SalesNewz
SalesNewz is a collection of articles, commentary and news designed to provide our subscribers with the tools and information needed to develop and maintain good sales practices. Business success starts with sales.

SalesNewz is brought to you by:

-- SalesNewz is an iEntry, Inc. publication --
iEntry, Inc. 2549 Richmond Rd. Lexington KY, 40509
2005 iEntry, Inc. All Rights Reserved | Privacy Policy | Legal | Contact

archives | advertising info | news headlines | free newsletters | comments/feedback | submit article

SalesNewz Home Page About Article Archive News Downloads WebProWorld Forums Jayde iEntry Advertise Contact WebProWorld Forum Business Success Starts With Sales SalesNewz News Archives About Us Feedback