Comments on: “I Couldn’t Justify…” Part One http://www.burg.com/2009/10/i-couldnt-justify-part-one/ Bob Burg's Official Website Tue, 07 Feb 2012 18:21:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Amy Wells http://www.burg.com/2009/10/i-couldnt-justify-part-one/comment-page-1/#comment-6065 Amy Wells Sun, 28 Nov 2010 03:19:56 +0000 http://www.burg.com/?p=1407#comment-6065 Thank you Steve and what you have is something I need, and I'm certainly interested in getting you to help with it. Do you mind taking my contact info and calling me next time your company is offering a discount? Thank you Steve and what you have is something I need, and I’m certainly interested in getting you to help with it. Do you mind taking my contact info and calling me next time your company is offering a discount?

]]> By: Bob Burg http://www.burg.com/2009/10/i-couldnt-justify-part-one/comment-page-1/#comment-1689 Bob Burg Tue, 20 Oct 2009 21:16:10 +0000 http://www.burg.com/?p=1407#comment-1689 Hi Andrea, thank you. That's certainly one very legitimate way to handle it. Let's discuss more after tomorrow's article. I'll look forward to seeing your thoughts. Thank you for your contribution. Hi Andrea, thank you. That’s certainly one very legitimate way to handle it. Let’s discuss more after tomorrow’s article. I’ll look forward to seeing your thoughts. Thank you for your contribution.

]]> By: Andrea Reynolds http://www.burg.com/2009/10/i-couldnt-justify-part-one/comment-page-1/#comment-1686 Andrea Reynolds Tue, 20 Oct 2009 12:58:24 +0000 http://www.burg.com/?p=1407#comment-1686 Attempting to think like Bob Burg, I would venture this question to Salesman Steve. "Steve, I wonder if you would consider giving me a discount for a large quantity order that would require two weeks... or if no discount, next-day delivery at the original price." In effect, I've given Steve two options to consider in order to make the sale, which would make it justifiable to me. That way Steve gives in on one aspect of the offer - and so do I - but we both win on the other aspect. Attempting to think like Bob Burg, I would venture this question to Salesman Steve.

“Steve, I wonder if you would consider giving me a discount for a large quantity order that would require two weeks… or if no discount, next-day delivery at the original price.”

In effect, I’ve given Steve two options to consider in order to make the sale, which would make it justifiable to me. That way Steve gives in on one aspect of the offer – and so do I – but we both win on the other aspect.

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