“Is that the best you can do?” In sales, this question is asked everyday. And when I first started selling, I panicked every time I heard it.
My first thoughts when a customer asked this were “Great. I don’t have the power to lower the price. How am I going to make this sale?” So, to my boss’ office I’d go. I’d knock, explain the situation, and use my skills to make the best case on my customer’s behalf for why they should have a lower price. He’d chuckle, shoo me out, and tell me to go make the sale.
I’d get back to my phone and explain to Mr. Customer that I’d tried, but his price was firm. He’d thank me for trying, promise to give me a shot at the next one, and hang up.
Click.
This went on for several weeks. And after about a month, my boss called me into his office, sat me down, looked at the numbers and asked me, “Is that the best you can do?”
Needless to say, I was getting sick of that question. I decided I needed a good way to answer it and quickly. I grabbed some resource guides, marketing material, and waited to be asked again.
On the next call, my customer said those fateful words after I had quoted him next day delivery and his price. I figured I didn’t have much to lose and grabbed a spec sheet.
“Sir, let me tell you what that price includes…”

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Like many of you, Pat Gerbyshak, aka the King of Core & More, is a student of sales and customer service. How do you sell value? Share your ideas with Pat below!