We’ve certainly all experienced this: Those times in life, when it feels like you have an opportunity to sell more, eat more, take more, or more; and you’re just not sure whether it makes sense or not.

The comes in quite handy in my day-to-day life. I can remember a time working as an account executive for an IT company. The company I represented primarily sold products. My customer cornered me in a meeting questioning me about the freight charges on a very large order. The specific charge being questioned was thousands of dollars. I was naïve and had no idea what the actual chart should’ve been.

I remember raising this question within the company and being told that we could charge whatever we want for freight! In fact, this was how margin was improved! Turns out, that this freight charge was about 10 times greater than what it should’ve been.

As you can imagine, the customer was very frustrated and certainly lost trust in our partnership.

This is only one of the many examples that I can think of where this saying applies.

ABOUT THE AUTHOR

Tim Morris

Tim is the CEO at MTS