Business Marketing Advertising

A nice-sized order got away recently because a salesman didn’t have the courage to say “no” at the critical moment of the sale.
The buyer wanted to be sure he was getting the very lowest price. He had gone so far as to say that if he wasn’t given a certain concession he would give the order to a competing firm.
The salesman lost his nerve. He was afraid to risk the issue. He was afraid to incur the customer’s displeasure. He took the easy way out: “I’ll wire the office and see if they’ll take the business on those terms.”
That was all the buyer wanted. The suspicion sprang into his mind that the salesman’s proposition could be bettered. Otherwise, why would the salesman even think of taking it up with the office?
The buyer stuck to his ultimatum. The salesman’s hesitation had convinced him that if he hung on long enough the company would take his business. The buyer is still hanging on ? still suspicious that the salesman’s proposition was not the best obtainable.
Don’t be afraid to say “no.” Say it as though you mean it. Not independently, with a “go to Hades” inflection, but firmly and politely.