I recently remembered an incident that occurred back in 1978 while I was selling. I’d totally forgotten about it – it isn’t in our Profitable Sales book, but it should be! It especially applies to those of you who own a construction-related business and employ a salesperson.

I was working as a salesperson for a fairly well run remodeling company. I went on a sales call to the home of a CPA that I’d know for some years. He had done my taxes and the taxes of several of our family members, and I’d brought the lead into the company.

When I returned to the office the next day, my boss called me into his office and told me that my potential client had called that morning and requested that he, the owner, take over the call. Naturally I was concerned, so I asked if there was a reason the potential client didn’t want to work with me any longer. The owner told me, “Yes, he doesn’t want to pay your sales commission. He says he wants his price without your commission tacked onto it.”

He then said, “Don’t worry, if I sell the job, I will pay you half the commission for the sale.”

As an owner, what would you have done? As a salesperson, how would you have reacted?

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