They couldn't get me to renew at $37 for the year but just as I was about to leave them - "BAM" a pop up display, how about $10. Yeah, I renewed. This was my experience with Network Solutions. I've had temko.com as a registered domain for about 15 years. I remember the days when Network Solutions had the monopoly on domain names and that company rung a lot of money out of me. But not any more.
I'm one of those dreamer types and when I have an idea I like I register a domain, you know, just in case. For the most part I only use godaddy.com to register domains simply because they are cheap. But this one domain I locked in for 10 years. So Network Solutions pushes me for $37 to renew for the year and I know I can switch to godaddy.com for around $10. Right when I clicked to "unlock" the domain to initiate a transfer of service, Network Solutions popped up a "wait get $27 off right now". And, simply for convenience, I renewed.
At first I was a little irritated but then I had to chuckle. I can't blame the company for looking to get more money and they were smart enough to know when to back down the price.
That's really a lesson to anyone that sells. On Audible I've been listening to "Just Listen" by Mark Goulston for a second time. Mark is a psychiatrist who specializes in techniques for communication and directing situations. I've found the book to be very helpful in my personal life as well as my professional life. There are a couple chapters on sales and one of them reinforces the point, you really haven't done a good sales job until someone says no. How do you know you couldn't have gotten a better deal? No, is the definitive answer.
I can't even tell you how many hours in my work life I've spent modeling, debating, calculating and determining pricing and business development terms. I'm not afraid to sell but I admit sometimes I get cautious about "offending" the person or people I'm trying to sell to. If you think about it, that's pretty silly. Life is a series of negotiations. No is a limit but not the end.
I'm taking a lesson from Network Solutions. I'm going to ask for more and be prepared to settle for less. The trick is knowing when to "BAM", change the deal.