How do you answer that question?
This happened this week. I am never sure what the person expects me to say to this….Of course, I never supply an answer, rather ask more questions to get more information. Isn’t that the right thing to do? Long story short, we made a small concession and stayed within our pricing guidelines and made a deal – both parties happy – hooray!
As I often say, it’s just a game between the seller and buyer to try to arrive at a price for the service. The goal as the seller is to maximize the price so you have to play it right. That’s where the skill comes in, rather than reading off a price list or shooting in the dark, or just giving the buyer what they want because “it’s better than nothing”.
What do you do in this situation?
Brick
Jonathan-
Um……tough question. Depends on when in the sales cycle this comes up.
Early on ask some questions as you mention. Price should never be allowed on center stage early in the cycle. Late in the process if this comes up, I’d consider jumping off a cliff because I really blew it. : )
How did you handle it? How far into the sales cycle was it?
Always comes at the end. The end of the sales process, the end of the month, the end of the quarter, the end of the day….
They had a proposal with a price but of course wanted better pricing. This is what separates good salespeople from the rest. You have to know how far you can push, if it’s time to walk….
We had a little wiggle room and used it and stayed within set guidelines. And got a testimonial to offset the additional discount.
Have to always stay in “balance” or you jeapordize price and value.