Negotiate Trade-offs
Buyers sometimes persuade sellers to reduce prices by saying, “We only have a budget of X dollars.” If you decide to lower your price it’s important to receive some sort of consideration. Otherwise, they may think that a) your prices were too high in the first place. Or b) Next time they’ll automatically get the same lower price. In other words they win/you lose. So, if you do lower your price consider saying, “Sure I can do that for you, and for that I’ll need…” That way you create win/win and maintain the perception of price integrity.
Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author. For more tips, training tools or to inquire about engaging Jeff for your team visit www.JeffMowatt.com
Today’s chuckle:
When you starve with a tiger, the tiger starves last.
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