The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
What is your usual course of action when a prospective client asks you to bring your price down? Do you give up on the sale? Cave and give them a price below what you know your product or service is worth? If so, it’s time to step up for yourself and what you’re selling.
“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is.
Your clients aren’t always going to agree on the deals you set before them. So, what then? Here are four ways to improve the way you negotiate.
The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?
At some companies, there is the concept of hitting your sales quota, regardless of what it costs you. At other companies, there’s the concept of making quota and making it the right way.
Unless you have the most accommodating prospect in the world, you’ll need to negotiate to close your deal. If you’re not a natural negotiator, you can succeed if you know what to watch for.
Thanks to the prevalence of discounting, most reps will encounter price objections from prospects. But, just because your competitors are slashing prices, it doesn’t mean that you should. While discounting certainly has its place in the industry, it shouldn’t be your knee-jerk reaction.