Hardwood Floors June/July 2025

SALES SAVVY BUSINESS BEST PRACTICES

LOST THE SALE BECAUSE OF PRICE? THINK AGAIN.

We discussed the budget, and the fee aligned with my expectations. He explained how the process would work and tried to move the sale forward, but I wasn’t ready to commit – I needed time to think. A few days later, the salesperson followed up, eager to advance the sale. He provided a few more details, but it was unclear how these details would help me reach the desired outcomes. His presentation was an onslaught of corporate buzzwords and product features – full of flash but short on substance. When he finally asked for my commitment, I responded, “I’m sorry, but the fee is outside my budget. I appreciate your time, but it’s not going to work out.” I decided not to make the investment. Recently, I met with a firm to improve our digital marketing footprint. During our meeting, his thought-provoking questions challenged me to think deeper about our core mission and how to craft a compelling story around it. It was a strong discovery call – he identified key areas of my business that needed attention.

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