Richard Palmer

Part of the Ethical and Non-Pushy Sales Techniques series. You know your work is good. You care about the result you create for your customers. You put time, skill and attention into every project. Then someone asks, “How much is it?” And suddenly, your confidence disappears. You say the number too quickly. You add, “But I can be flexible.” You explain your costs before explaining the value. Or you apologise for charging what your work is worth. This is common among small business owners. It...

A customer says, “It’s too expensive.” Or, “I need to think about it.” Perhaps they tell you, “Now isn’t the right time.” Your stomach tightens. You start wondering whether you should explain more, offer a discount, or leave the conversation alone. You do not want to be pushy. You also do not want to lose a genuine opportunity because you handled the moment badly. This is where many small business owners get stuck. Traditional sales advice often treats an objection as something to defeat. A...

Part of the Ethical and Non-Pushy Sales Techniques series You care about people. You want your customers to feel comfortable. You do not want to pressure anyone into buying from you. That is a good instinct. But there is a point where being “nice” stops being helpful. You avoid asking the important question. You soften your recommendation until it becomes unclear. You say, “No problem at all,” when there is, in fact, a problem. You finish the conversation with, “Just let me know,” and hope...