The Negotiator Magazine

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Are you making sales or loyal customers?

Customers that want to "beat you up" on price never become loyal customers! Because if they can do it once they'll do it again and they'll only do business with you as long do what they say!

The emphasis of sales must go into relationship building, not just into selling products or services. And what's the basis of relationship building? Trust! Do you do business with people you don't trust? If you do, it won't be for long!

People want to do business with people they trust. If trust isn't there, then the salesperson should consider walking away from that customer.

What is the PTP factor?

In whatever one decides to do, keep in mind the "PTP"! What is the PTP? What is your Price to Pay for what one wants to do?

For if one can't pay, then one better walk away!

Does the salesperson really want the sale at any cost? At the cost of your company's integrity? Your company's reputation? The salesperson's reputation?

Remember, the decisions that one makes in the hopes that no one will find out are usually wrong!

The bottom line is simply this: people like to do business with people that can be trusted, make them feel good and will give the very best advice, service and product. Everything else is secondary!

Frank C. Bucaro, CSP, CPAE, works with organizations that want to integrate ethical standards of excellence with solid business practices. He also presents keynote and seminar programs on the relationship of ethics and values to long-term success. He is the author of two books, Taking the High Road: How to Succeed Ethically When Others Bend the Rules and What Happened to the Good Guys in the White Hats? Lessons in Ethical Leadership. For additional information about Frank’s availability to speak to your group, contact the Frog Pond at 800.704.FROG(3764) or email

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