How many of us have heard this as we are heading to the last steps of closure?
One of my salespeople had a beautiful answer to this so I am taking the liberty of sharing it with you anonymously….”I’m going to physically sharpen a pencil literally but not give you a better price…is that ok?”
Great answer, humor, and a powerful message…there is no reason to drop your price if it’s the established market price. I know..I have said this many times, many ways…but really can’t emphasize this enough.
Have a great day and let’s all close some business without a pencil sharpener :-).
Brick
How about… we don’t actually use pencils in our office these days. It’s all digitized, and you’ve gotten the best possible pricing that I can give.
One thing we have done recently – “buy two years get one free”. Think about it, a typical tech company will reduce the price by 35%. Why not sell “buy two get one free” years, and then you get the money up front, get a customer for 3 years, without having to discount over and above what you normally would. I’m just saying – we signed a $300k deal using this strategy recently…
Go on, give it a try!