What is the recommended approach when making an offer in sales?

The recommended approach when making an offer in sales is to shoot for the sun, moon, and stars. This strategy emphasizes the importance of setting ambitious goals and making compelling offers that capture the customer’s attention and imagination. High aspirations in pricing or value proposition can create enthusiasm and a sense of urgency, encouraging the customer to engage more seriously with the offer.

When you aim high, it may allow for negotiation space, leading to potential compromise that can still meet both parties' needs. Additionally, presenting an offer that reflects the highest potential value helps the salesperson convey confidence and the full capability of the product or service. Aiming high can inspire the customer to respond positively, perceiving the offer as something desirable and worth considering, thus enhancing the chances for a successful closing of the sale.

Other approaches, such as taking a conservative position or making a lowball offer, may convey a lack of confidence or value, which could erode trust. Waiting for the customer to propose may also put the salesperson at a disadvantage, missing opportunities to shape the sales conversation actively. In contrast, an assertive, ambitious offer can energize the sales process and facilitate stronger relationships with customers.