How much have you given away that you didn’t need to when selling a press?
By Matthew Parker for Xerox – I once carried out an exercise with a company that sold presses. We added up the value of everything that was being given away as part of the average press sale. Everyone, myself included, was incredibly shocked at the final figure. It caused a big change in the way this company managed deal sweeteners.
Salespeople are often still trained in the art of the deal sweetener, even though the value of this strategy is now highly questionable.
What is a deal sweetener?