I am sure we all know that feeling when you are working on an opportunity that will make or break achieving your revenue target of the month. The pressure is high, and you want to close. How you approach this …
If you are looking for full-blown sales negotiation tips and hints, stop looking. You won’t find them here. There is already so much written about “how to negotiate” (feel free to Google for answers) that I thought, “Let’s not do …
There is an evolution going on in Sales. Which path are you taking?
The new way of responding to questions like “Is this your lowest price?” or “Can you better than that?”.
Selling without discounting is possible although many salespeople seem to have given up on it. It requires hard work . Nothing comes easy. If it was, we were all already doing it.
Feeling overwhelmed with data? Are your current added values no longer working? Are your pressured on price? Read on, it’s time to focus on the new way of selling.
Do you believe your service adds strategic value for your potential customer? Then your price should reflect your offer. Giving in to a request for a discount will do the opposite.
The moment you offer your prospect a lower price than the incumbent competitor you make the buyer believe your offered products and services are equal or worse.
All your hard work on value creation is squashed in that moment.
Put yourself in your prospect’s shoes. They have a relationship with your competitors. They have negotiated in their view the lowest price. Now your prospect encounters some challenges; the quality of your competitor’s services is no longer meeting your prospect’s …