I was approached by the Branch Manager from a company that was one of my suppliers. Twice a year, he would come by or call to see if I was ready to come work for him selling the products I used in my business. After years of “persuading”, I decided the timing was right.
I called him and asked if we could talk about how my working for him would look. We met in his office and had a good long conversation after which I agreed to take a salesman’s position.
Several weeks passed and I sold nothing. NOTHING!
Finally, at the small Star Motel, the lady took pity and bought a case of toilet paper. However, I had to match her current price to get the sale but what did a discount matter at this point. I needed to sell something. Period.
Little did I realize at that moment, but that initial act turned me into a discounting salesperson. I didn’t know any better at the time. Matching or beating a price became my only sales tool.