Yesterday I went to see prospect for a third time that has an office 30 miles away from me. The reason I went to see him is because he wanted to buy a lot of services at once, and of course I was giving him a discount for that.

When I got to the office the situation changed, he wanted to buy only small distribution of his flyers. I said “It’s fine with me, but I will have to charge you the regular price” his response was “We got to talk to my boss”. So here I am in the room surrounded by two managers and the guy with whom I talked before, wasting my time and haggling for the price. Guys wanted a discount saying that don’t know our company and don’t trust us. He proposed to do a larger quantity, but with more discounted price.

My response was no, no, no. I said that it is first time for me doing business with them too and I see no reason why we should start our relationship with the discount. So I walked away from a bigger sale, but whatever I got from them I sold for a regular price. Yet I was proud of myself.
Even though you are selling something, don’t think you on a lower level than a prospect – you are on the same. You both are in business and they got to treat you with the same respect you treat them.