A discussion about sales, sales tips and advice, and about those who land the deal

Ron over at Buzzoodle writes an encouraging post for all of you sales professionals who aspire to sell your product or services at top dollar.

His consulting company is busy, and enjoying success, according to his most recent post.  They recently bid a job and wound-up the highest of the five bids that the customer received.  Here, in Ron's opinion, is why they got the gig:

It is very interesting that you can come in the highest and still get the job. It came down to something very simple. We could build him software for much less, but we could not make him successful in achieving his goals for less, and we insist in only working on realistic, goal and revenue driven projects.

If you sell something that is not tangible (services, consulting, etc.) attaching goals and performance-based compensation is a great way to earn the business.  Customers like the concept of "if we don't succeed, you don't succeed."  Way to go, Ron.  Good job!