negotiating price

How I made $937.00 profit today by whining

Today I got an email from a company I have done business with before, but from a new person. A buyer. She just sends me a Purchase Order for about $3400.00

Nice. But it’s for an obsolete unit. I email back, telling her about the current model, and that it would add about $250 to her order, but I’ll eat the difference and send her complete info on the new units. She says OK, let me run it past engineering.

About 3 hours later, I get an email from her telling me engineering is fine with it, but one of the engineers found the units for even less elsewhere.

Crap! I immediately send an email back telling her I’ll meet the price and throw in free shipping (these are big boxes). I also point out that they are already approved for Net 30 Terms with us, so no new paperwork.

I think for a minute, and realize that’s not enough. I pick up the phone and call her…

Her: Hi this is Lisa.
Me: This is Dave Huckabay
Her: Hi, I just got your email.
Me: (crying)  Lisa, please don’t leave me. I can’t live without your business.
Her: (laughing) Apparently not. I’ll rework the order and send it back over.

5 minutes later, order booked.  Would I have gotten the order anyway? Maybe. But by stepping outside the envelope of normal business behavior for a few seconds, I clinched it.

It reminds me of something my dad told me when I was about 14:

“David, you’re not handsome, and I don’t think you’re going to be rich. So you better learn how to make women laugh, or you’re going to die a virgin.”

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