I recently visited a specialist watch dealer in Sydney to buy a gift. I knew exactly which watch I wanted and was on a mission to get it before anyone else. The business is located in an old building in the city and you have to go up to their floor in one of those old claustrophobic lifts. When arriving at their office showroom you are instructed to ring the bell and stuck to the door is a note on a sheet of A4 paper which states “NO DISCOUNTS”.
What a fantastic clear message to all those who are about to cross the threshold. It made me smile and has stuck with me because one of the constant worries CEO’s share with me is that their salespeople too readily discount to win business, incurring losses to their company and the cry that we’re now having to do more for less.
DOWNLOAD Avoiding the slide to commodity and the doom of discounting it brings with it
