Reps who are thoroughly educated in their pricing structure will have a better understanding of why something is priced a certain way. This understanding will give them the confidence to stand by the cost.
I believe there are two ways to negotiate: manipulatively and collaboratively. You could call it “win‑win” versus “win‑lose.”
When you finally get to the point of negotiating with your prospect, you don’t want to blow it. You can sweat your way through this process, or you can hone your negotiating skills with these tips from Emma Brudner.
By the negotiation phase of the sales process, you and the prospect both have a common goal: A sale! But, just because the prospect is buying from you, doesn’t mean you are at his or her mercy.
In your sales calls, where does talk of price generally pop up? If you discuss it intermittently, you should consider adjusting your strategy.
You want the deal badly. You need the business. You suspect that your price is too high to begin with. So what do you do? If you’re like most salespeople, you lower your price rather than negotiate. Instead, use these eight concepts from master negotiator Ed Brodow to negotiate the price you deserve.