• Home
  • /
  • Blog
  • /
  • TSE 462: If You Give, You Should Get

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Donald Kelly, The Sales Evangelist Podcast, Negotiation, New Clients Do you really appreciate the things you get for free? Not often, I don’t think so. Personally, I have wasted so many great things because I got them for free. There was no value tied to them. Is your prospect doing this same thing with you?

Today, we’re talking about VALUE and why you should not give away everything for free. I’m also going to share with you some things about negotiation and how you can make sure you can effectively negotiate with your prospects.

As sellers, sometimes we become to afraid to lose our prospects that we tend to give away everything for free. Unfortunately, people are not going to value those things that you give for free. Now, the relationship has a bad start. So here are a couple of principles to help you get a good head start.

  1. If I do this, you will do this…

Ex. If I were to give you a free license, you will have to give us a referral.

  1. If you give away stuff for free, make sure you have a strategy behind it in the end.

Ex. McDonald’s sells us burgers at almost no profit but they are making a huge increase on their fries and soda so they consistently have people coming back over and over again.

Now let’s bring this back to you…

Do you have an after sales process?

This means having something on the back-end to recuperate that loss or cost. For example, sell your product at a cheaper rate to get into one department of a company and as they grow, they would purchase more from you.

Today’s Major Takeaway:

Make sure that there is value attached to anything you give away for free. Do not just give it all away.

Episode Resources:

Double Your Customer Referrals This Week!

This 3 part video training will teach you step-by-step how to DOUBLE the amount of customers referrals you receive this week!

privacy We value your privacy and would never spam you

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.