Hurts so good #Sales strategy

Corporate ass kisserLast night, I lost a deal because my price was too high.

And it was a great feeling.


And proof that I am maturing as a salesman.

A long time ago, in a galaxy far, far away, I would have offered my services for too cheap. Or, I would have countered with a lower price.

Those days are behind me.

This maturation process in a small businessman like me isn’t easy. People like us are always afraid to turn down business. Since people like me eat what they kill, we like to kill everything in our sight, just in case another animal doesn’t cross our path anytime soon.

But that is a horrible attitude to have, and will slowly drive you to a miserable existence. And very likely will drive you out of business.

But this doesn’t just apply to small business owners. This applies to anyone in sales. In any size organization. If you spend your days competing on price, it probably explains why you hate your job, and dread waking up in the morning.

No, like I said the other day, you have to be (almost) cocky and confident in what you sell, knowing you bring the right value and pure excellence to your clients.

When you do that, price recedes from the decision-making process. The confidence that comes from being in a position to walk away from low counter-offers, ultimately makes you a better salesman anyways.

This mindset changes everything.

Yeah, you never want to lose business. But it hurts so good to lose business the right way. And in the end, is so much better for the long-term health and viability of you and your sales organization.


To learn more about my take on sales, check out my book: The Zen of Sales!

Drawing by Hugh.

  • Gareth Young

    Having the confidence to walk away from a deal also comes from having confidence in who you are. Price with your brand, with your worth. If you cut price to win, you end up (a) doing business with a person you probably shouldn’t be; (2) reducing your self-esteem and sense of self-worth; and (3) diminishing your brand and your worth in others eyes. Well done Todd! And thanks for telling the story.

  • Todd Schnick

    thanks for reading, and for your friendship gareth. your key point: bad (and miserable) salesmen have low self-esteem…

  • Gareth Young

    And the counterpoint: good, successful sales-folk have high self-esteem founded on high self awareness and authenticity…sounds like a plug!

  • Todd Schnick

    agreed. feel like we’ve had a related conversation on this subject matter before… ;-)