There's More To Selling Than Quoting The Lowest Price

Here's a story from an old sales monthly that a manager had written up.  A tire center manager briefed a new salesman very carefully,  discussing the price lists to be used and emphasizing the lowest prices he could quote.  The first day out the salesman contacted a prospect who was interested in truck tires. "How much would four tires cost me?" he asked. The salesman quoted the lowest price approved by the tire center manager.

"hmmm- not bad," said the prospect. "But what would you change me for eight tires?"

Having already quoted his lowest price, the salesman had to recheck with his manager. The manager reluctantly agreed to a slightly lower quote.

When the salesman gave the prospect the new quote, however, instead of an order he got still another question: "That's pretty good, but now let's see- what would you charge me for sixteen tires?"

The salesman closed his order book and walked out, disgusted. Instead, he should have been appreciative.  On his first day, he had been exposed to a vital lesson:  There's more to selling that quoting the lowest price, and salespeople who quote the lowest price  immediately find themselves in a very embarrassing squeeze.

Which brings me to the story of the purple couch.  A very similar situation as our story above except you've got a new salesman working at a furniture store.  See "The story of the purple couch".