How To Stay Firm On Price
How To Stay Firm On Price
“I can’t go any lower,” they tell me, “And certain clients just keep low balling me and working me for more discounts. What should I do?”
If you are dealing with this sort of thing as well, then I’ve got some specific advice that will not only work for you, but will make you more confident and successful as well. To start with, you have to admit the truth:
You can only go so low with your price, and some people will buy, and some won’t. Period. Continuing to lower your price not only cuts into your commissions (and company margins), it also doesn’t always work as you know. And the worst part is that after you’ve jumped through all the hoops and your client still doesn’t buy, you feel used and abused.
And that feeling is even worse than not getting the deal because it kills your confidence and makes you a weaker closer. After a few days or weeks of taking that weak attitude onto each additional call, your prospects begin to hear that defeat in your voice and you just keep getting beaten up over and over again.
Want a better way? Adopt the attitude of the Top 20% and do what they do. To start with, the Top 20% know that the two greatest feelings in sales are #1) Getting a deal, and #2) Keeping control of the situation by using a take away and leaving the call with strength.
The Top 20% know that not all prospects and clients are going to buy, and they know that staying strong and using a take away is the only way they can leave the call successfully. Here is what they say after they have made their best offer and the prospect/client is still trying to get them to go lower:
“_________ I totally respect that you’re trying to do what’s best for your company right now, but the offer I’ve just made is the best I can do and still give you the (level of service, quality, value, etc.) that you’d expect and be happy with. If you can get this somewhere else and it fits within what you’re willing to pay, then I’ll just have to understand and hope that I can work with you next time. I’m here for you now, but the decision is up to you – what would you like to do?”
Many times calling their bluff like this will get the prospects/clients that are deals to stop hammering you for price and sign up. And those who walk? They would have walked anyway, and now when they do you’ll have remained strong. Just like the Top 20% do.
Try this take away close this week, and watch your deals go up and your confidence rise as well. On Friday you’ll go home with more money, and you’ll feel better about yourself. And that’s what being a Top Producer is all about!
How To Stay Firm On Price - To learn more about this author, visit Mike Brooks's Website.
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In today’s economy, everyone wants a lower price. I’m getting emails and calls every week from sales reps around the country who want to know what they can do to deal with prospects and clients alike who are looking for discounts and even threatening to take their business elsewhere.
“I can’t go any lower,” they tell me, “And certain clients just keep low balling me and working me for more discounts. What should I do?”
If you are dealing with this sort of thing as well, then I’ve got some specific advice that will not only work for you, but will make you more confident and successful as well. To start with, you have to admit the truth:
You can only go so low with your price, and some people will buy, and some won’t. Period. Continuing to lower your price not only cuts into your commissions (and company margins), it also doesn’t always work as you know. And the worst part is that after you’ve jumped through all the hoops and your client still doesn’t buy, you feel used and abused.
And that feeling is even worse than not getting the deal because it kills your confidence and makes you a weaker closer. After a few days or weeks of taking that weak attitude onto each additional call, your prospects begin to hear that defeat in your voice and you just keep getting beaten up over and over again.
Want a better way? Adopt the attitude of the Top 20% and do what they do. To start with, the Top 20% know that the two greatest feelings in sales are #1) Getting a deal, and #2) Keeping control of the situation by using a take away and leaving the call with strength.
The Top 20% know that not all prospects and clients are going to buy, and they know that staying strong and using a take away is the only way they can leave the call successfully. Here is what they say after they have made their best offer and the prospect/client is still trying to get them to go lower:
“_________ I totally respect that you’re trying to do what’s best for your company right now, but the offer I’ve just made is the best I can do and still give you the (level of service, quality, value, etc.) that you’d expect and be happy with. If you can get this somewhere else and it fits within what you’re willing to pay, then I’ll just have to understand and hope that I can work with you next time. I’m here for you now, but the decision is up to you – what would you like to do?”
Many times calling their bluff like this will get the prospects/clients that are deals to stop hammering you for price and sign up. And those who walk? They would have walked anyway, and now when they do you’ll have remained strong. Just like the Top 20% do.
Try this take away close this week, and watch your deals go up and your confidence rise as well. On Friday you’ll go home with more money, and you’ll feel better about yourself. And that’s what being a Top Producer is all about!
How To Stay Firm On Price - To learn more about this author, visit Mike Brooks's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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