How Much?!
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Free PDF Download Question Testing - By Tibor Shanto |
I was talking with a prospect today, and when all was said and done it came down to guess what? Right, the price. Having had a price in mind in advance, I was not really worried about the discussion, and going in I knew the company was notorious for beating down vendors. It seems in the 1980’s this player was a leader in their field, everyone wanted to work with them and they usually dictated the terms; and while those days have long gone the way of the Ford Pinto, the person I was negotiating with apparently still had some Kool Aid left and was heavily into it during the call.
After some to and fro we got to my walk away price, which had been adjusted with the expectation that this would be a complex project and I would need to charge fair market value. This is where it got good, right after I reminded him about how we agreed that they were getting great value, they would face considerable risk if they didn’t move forward, he gives me the old stand by: “well if you can’t do it for $X,XXX, we’ll have to go with an alternative.” I told him I understood and wished him luck.
The project starts mid March at my price. SWEET!
Never surrender!
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Free PDF Download Question Testing - By Tibor Shanto |
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About the Author: Tibor Shanto Tibor Shanto is a recognized speaker, award winning author Shift!: Harness The Trigger Events That Turn Prospects Into Customers, and sought after trainer. Tibor is a Director of and a contributor to Sales Bloggers Union, and his work has appeared in numerous of publications and leading sales websites. A 25-year veteran of B2B sales in information, content management, and financial sectors, Tibor has developed an insider’s perspective on how information can be used to, shorten sales cycles, increase close ratios, and create double digit growth. Called a brilliant sales tactician Tibor shows organizations how to execute their strategy by using the right information to create the perfect combination of what are the tactics to apply and when. Click here to visit Tibor's website.   Sales & Consequences |
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