Sometimes we forget that as individual buyers, we EXPECT to negotiate. We know that if we don’t ask, we won’t receive. Come-on — pay full price for that couch? No way! Let me see if I can get a discount first.
The same thing applies to your customers. So expect them to ask, but don’t offer a reduction without the initial request and don’t offer a reduction without asking for something in return. (a longer term, additional services, 5 qualified referrals that the customer calls and introduces you to, etc.) And be certain they know that their price reduction request is a BIG request.
Don’t be afraid to say, “No, I’m sorry that we won’t be able to do business together today.
In order for us (my company) to be here long-term for all my other customers it is my job to ensure a win/win for us both.
As Tom Hopkins use to say, when you ask the closing question, “the first person to talk loses.”
To update for today’s market – it is more important as a front-end seller, before the closing question, while in probing and negotiating, that the first person to talk price and/or to make price an issue is the very same person that turns your products or services into a commodity. Customers just expect to negotiate. Don’t commoditize yourself and don’t shop with your wallet on their behalf. Take your price sensitivity out of it!
Most customers won’t admit it but they respect a sales person that has business savvy and understands the value of WIN/WIN.
Share your experiences and help others in your profession.
The Sale Professional’s - Tip for the day:
Sometimes you just have to say No!
