Will's Page

We all need to remember that not every prospect is good for us to do business with. I have found, where there is smoke there is always fire. It seems like a beat-down on pricing, weekend visits, constant problems with products or services, and very slow or non-payments usually always go together.

The relationship with these customers almost always ends in disaster. They go out of business, never pay you (and then move onto another vendor), or end the relationship the one time you don’t give the… Continue

Many times, when a customer is right on the edge of doing business with you, they might ask you to sharpen your "pencil" just a little. Especially if it is large business deal, you will have to think really hard about whether or not you need to do this. If the deal is still profitable, my advice is to go ahead and get the dotted line signed.

I'm not talking about a huge price drop here, either. When I refer to sharpening the pencil, it requires a reduction in price by less than 5%. While your p… Continue