When I was a teenager, one day, my dad came home with four huge trays filled with beautiful flowers and small plants. He helped one of his clients at the famous Flower Auction in Aalsmeer (NL), and when leaving, they …
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
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.
B2B selling requires a new way of selling. You need to adapt the way of selling to the new way of buying. You need to work on a sales approach that does work. Focus on the Do’s and unlearn the Don’ts to transform your mindset about selling effectively B2B in this decade
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 …