Selling is a process of communicating sufficient value so that a buyer says “yes” and a sale is consummated. Many buyers perceive higher value if they feel they are being treated as special. Oftentimes, we feel special when offered a bargain, a sale or a premium — among many ways.
“Special offers” can be offered in refined and attractive ways or, at the opposite end of the continuum, “deals” can be crude and even consulting — sometimes even counterproductive for the salesperson. Kin Hubbard defines bargain as: “A bargain is anything a customer thinks a store is losing money on.”
Do you currently offer discounts and bargain pricing to your customers? What are your reasons either way? Are customers more or less demanding for deals and discounts in our current economic environment? Are you a “deal shopper”? What have been the best ways for you to offer deals to your customers?