Every rep knows the feeling. A customer walks in and, before they’ve said ten words, you’re already doing the math on what this one pays.
That’s the commission love affair. And like most affairs, it feels good right up until it costs you everything that mattered.
The Lesson From the Real Cost of Love
In his memoir, LJ looks hard at what it costs to love the wrong things. On the sales floor, the wrong thing is the paycheck. When you fall for the commission instead of the customer, you start pushing what pays instead of what fits, and customers can feel it.
What It Really Costs
- Repeat business. The customer you squeezed never comes back.
- Referrals. They don’t send their brother, their neighbor or their coworker.
- Your reputation. In a small town, word travels faster than your inventory turns.
Love the customer and the commission follows. Love the commission and the customer leaves.
One Step This Week
On your next three customers, decide what’s right for them before you think about what you’ll make. Then notice how the conversation changes.
Want This Coached on Your Floor?
Start with a free 45-minute workshop for your team. Every rep leaves with an Objection Armor Card.
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