The Salesperson's Trap: Are You Selling with FOMO or Caving to FOLOS?

 The Salesperson's Trap: Are You Selling with FOMO or Caving to FOLOS?

In the world of marketing, we all know FOMO—the Fear Of Missing Out. It’s a classic lever to pull: "Only one apartment left!" or "Sale ends tonight!" This tactic, rooted in the principle of scarcity, can be a powerful way to create urgency and push a hesitant buyer toward a decision.

But there's a darker, more dangerous flip side that haunts salespeople themselves: FOLOS—the Fear Of Losing a Sale.

This is the silent killer of profitability and confidence. When FOLOS takes over, logic flies out the window. The salesperson, gripped by anxiety, starts pre-emptively offering discounts and throwing in extras before the customer even asks. They negotiate against themselves, sacrificing margin for the fleeting comfort of a "yes."

As John F. Kennedy wisely said, "Let us never negotiate out of fear. But let us never fear to negotiate."

This quote perfectly captures the balance. Negotiation is part of the game. But when you negotiate from a place of fear, you've already lost. The biggest mistake this leads to? Training your customer that the price is always flexible. The moment you flinch and offer a discount unprompted; you signal that your initial value proposition was weak. The customer’s immediate thought becomes, "If they dropped the price that easily, what else can I get?"

So, how do you escape the FOLOS trap?

The antidote isn't a better discount; it's unshakeable value.

Stop competing on price and start winning on worth. Your primary job isn't to be the cheapest option; it's to make the customer feel that your solution is irreplaceable.

Sell the Transformation: Don't just list features. Paint a picture of the result. Are you selling a software subscription, or are you selling hours saved, fewer errors, and peace of mind?

Anchor the Value Early: Weave the tangible benefits into every conversation long before you talk numbers. By the time you mention the price, the customer should already be mentally calculating the return on investment.

Become a Valued Advisor, Not a Pushy Seller: When the customer sees you as an expert there to solve their problem, not just close a deal, price becomes a secondary concern.

When the value is high, price resistance is low. When you believe in the worth of what you're selling, that confidence is contagious. The customer stops asking, "Can you do it for less?" and starts thinking, "How soon can I get started?"

Stop letting the fear of losing a sale cheapen your offer. Build your value, and the right customers will happily pay for it.

M.L.Narendra Kumar