I’d like you to think about what you consider the most difficult and stressful sale you could make.

Please. Think about that.

People who have never been in business will imagine that they know your answer.

But if you are an ethical business person, the most difficult and stressful sale is not the hard won, tough negotiated, fight to the last dime, defeat the competition sale.

The most difficult sales are the ones in which the customer places complete trust in your recommendation and is totally accepting of your price. That is a tough sale for the ethical business person.

You want to make good choices so you work extra hard to understand the customer’s needs. You want to supply the best possible product or service and you want to act responsibly with the customer’s money. You want to deliver on the trust you’ve been given. No matter how good your recommendation, with unlimited money there is always something better. How far do you go? How good is good enough?

When a client gives me authorization to charge whatever is necessary to meet an objective, I do double the work. I know I’m good at what I do but I still stress over under committing and over delivering.

What do you do?

Chris Reich, Author of TeachU’s Business Talk Blog
[email protected]