Something about free milk and a cow… My midwestern roots are showing, but every time I see services or add-ons given away, I think about the expression, which implies that you are giving something of value away without getting anything in return, like a commitment or improved partnership. New salespeople, people pleasers, call them what you like, but they need to correct a colossal mistake. You should not be afraid to charge for extras. MAYBE you don’t charge if it’s your very best customers, as they have continuous growth, mutual sales and marketing plans, and a demonstrated commitment to your partnership. But for the rest of the herd? Absolutely not! Let’s look at some examples where those freebies are cutting into your profits, and what you can do about it. Late night or weekend delivery? You are paying a premium for your delivery service or your delivery person’s overtime. So, charge a service fee. Expedited delivery? You have the inventory in stock, at the right price, ...

Free Stuff Alert It’s rare for me to promote another author or consultant, but I feel this is something you would not want to miss. I have recommended Justin Rolf-Marsh’s book, The Machine: A radical approach to the design of the sales function , to dozens of clients.  Why?  Because it questions some of the very foundations of the way those of us in sales think about the process.  The concept of an outside salesperson has been around for eons.  We could point to the old traveling peddlers making their way cross-country with a wagon load of supplies or railroad riding sellers getting off at each whistle stop to hock their wares, but instead, let us skip forward to more modern times.   The sales teams of distributors in my first year in this industry, some 40 odd years ago, followed this simple process:   The outside salesperson tooled around in shiny 1975 Ford LTDs or Oldsmobile Delta 88s dropping in on customers presenting features and benefits o...