Chuck Thokey - Coaching Moment

Foreign. Chuck Toki here at the ir Folks, I'm going to tell you that this year's ire is going to be insane. It's past. The ires have been great. But this year, because we skipped a year, everybody is here. This is crazy. If you can think of somebody, they are here. I promise you. Now one thing I want to get into the coaching moment are drops and discounts. Now I know that many people say that drops and discounts cheapen you. That is something that is in your head. What you need to understand is what does your customer want? Your customer wants drops and discounts. They want to know that you are willing to give them the best price and the only way that you can show them that they have the best price is to go through drops and discounts. They also like to negotiate. It's human nature to want to negotiate. So allow them to to negotiate. Now, when we are talking about a today discount. Now I know that this is bad language to use, you know, today's price. But the, the when we look at a today's price, the customer has to earn a today's price when they want to negotiate, when they want a better price, when they say, hey, I'm willing to pay this or when they are telling you that they need a better price and you left some room that you now have the right to tell them that the, the price that you are about to give only good for today. Now, if you're going to come right off the bat, you're going to give them, here's your retail, here's another price, and then here's your today price. You are going to get kicked out of a house. They're not going to be real happy with you. But if you position your today discount when the customer is trying to negotiate and they step into that arena, you now have the right to tell them that the price that you're about to give them or that you're trying to get for them is only good for today. And that is how you become a top rep. We.