Prepare to NOT Lower Your Price - Sales and Marketing Training

Guest post by: Brian Sullivan
Become an Author

Free PDF Download
Truth - Sales and Marketing Training - By Brian Sullivan

Tired of customers asking you to lower your price? Don’t be. They are supposed to…but only if they are smart buyers. In fact, professional buyers are trained to ask you for a discount five times. Good news for them is that most salespeople buckle after the first attempt. And the rest usually fall after the second. But here’s the good news. You don’t have to be THAT salesperson. The key to great negotiation is preparation and reluctance. First, you know you are going to get asked for a discount, so don’t seem so shocked when it hits. Prepare what you will say the next time you hear it.

For example, you might reluctantly respond with, “I would be able to match that price but that would be without the _______ and the ________. But without those features you won’t be able to _______”

By lowering the price they understand that they are NOT getting the same value. Lesson: NEVER give the same value AND lower your price.

Or perhaps you respond with this, “I am unable to match the price, but I would be willing to provide ______. But to provide that I will need ________.”

See what happened here. They asked for lower price (like they should), you provided something of value other than the price, and then asked for something in return. Often they won’t want to give that something in return and will just stick with the original price. But if they take it, you are STILL happy because you gave…but received something of value back.

So this week, be prepared to hear, “Is that your best price?” But then be even more prepared with pre-planned responses that will increase margins and set you up for your best sales year ever!

Selling on Price

Sales Talk Versus Sales Babble

Handling Price Objections Should Not Mean Price Reduction

All Customers Care About Is Price?

Preparing for Sales Training - Becoming Change Ready

Handling pricing and delay objections

What is the lowest price?

5 Digital Marketing Advantages

The Price Is Right

A Checklist for Franchising Your Business

How to use High Low Open and Close price in automated currency trading.

How to use Bollinger band in automated currency trading

Sales Training for Senior Manager Performance Improvement

What is So Wrong with Selling on Price?

Don\'t aspire to be the cheapest.

How To Stay Firm On Price

Top 10 Reasons Why Salespeople Let Price Drive the Sale

Lead Generation Best Practices: Measure Beyond Cost-Per-Lead

Keep your Sales on Track Through the Recession

How To Differentiate Anything - Including Your Products

Home > Sales > Brian Sullivan > Prepare to NOT Lower Your Price Sales and Marketing Training > Google +

Free PDF Download
Truth - Sales and Marketing Training - By Brian Sullivan

About the Author: Brian Sullivan

RSS for Brian's articles - Visit Brian's website
Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week and is the author of the book, 20 Days to the Top- How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less. Brian also hosts a talk radio show on ESPN Hot Talk 1510 called "Entrepreneurial Moments," a show dedicated to helping business people of all types. Brian lives in Kansas City with his wife Leanne, and children Jake, Shea, and Maggie.
Click here to visit Brian's website.

More from Brian Sullivan
Are You iCurious
Are You a
Crisis Equals Opportunity Sales and Marketing Training
MapQuest How to Find Your Way to Success Insurance Sales Training
Average Performers Find Average Solutions Sales and Marketing Training

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Prepare to NOT Lower Your Price - Sales and Marketing Training

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: