I wish I had a dollar for every salesperson who told me the biggest objection he or she gets is “price.” Price is a complex objection that deals with subheadings like real need, affordability, hidden agendas, value, prospect perception, and communication by the salesperson.
It’s said that from failure comes experience. However, when it comes to sales negotiations, you want there to be as few failures as possible. That being said, how are you supposed to get the amount of practice you need and still close the majority of your sales?
If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.
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.