Going into the new year, it might be time to brush up on your negotiation skills. Even if you feel like you don’t need to, be assured that there’s always room for improvement.
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.
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.
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.