There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have…
No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to shave a few pennies from your price in order to satisfy their innate desire to feel they have ‘made a…
Most salespeople dread the question that asks if you can match the price the competitor has offered. It immediately puts you on the back foot, as you probably wanted to concentrate on how your products would benefit the prospect and now they want to discuss price. It can be hard to judge when price should be brought up in the…
Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales. However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. The Steps to a Price…
One of our trainers is looking for a new car for September delivery and he shared with me his experience at his local dealership. I thought I’d share his story with you… “I had settled on a new model, agreed the spec and was ready to negotiate the price downwards with the salesman. I teach this stuff, so it should…
We’ve all been there… “What’s the best price can you do? Can you offer me a discount?” And then the negotiation starts! The fact that you’ve received that response means you are nearly there in the first place! And now with just the right approach you can get back to the office and update your CRM system with a CLOSED…
