| Much has been written (some of it by me) about | | | | and notes on why my product is so valuable. |
| what a sales negotiator can do when the other | | | | During breaks I'll leaf through this folder quickly |
| side of the table has set a fixed price and just | | | | just to remind myself why my product is not |
| won't budge. We've come up with all sorts of | | | | only the best product available, but also why it is |
| ways to turn a fixed price into not such a fixed | | | | worth the price that I am charging for it. |
| price. This time out, let's switch sides and spend | | | | Make The Other Side Want To Date You |
| some time talking about what you can do to | | | | There are lots of ways to treat the other side of |
| defend your price when you are the seller - how | | | | the table during a negotiation and I've seen all of it |
| do you counter all of those clever tactics that the | | | | done at some time or another. Over and over |
| other side has? | | | | again what has worked the best is when you |
| It's Not All About The Price | | | | show the other side that you appreciate them |
| When you are trying to sell something to the | | | | and want to do business with them. |
| other side, clearly both of you have different | | | | Sure there are lot of "tough guy" approaches that |
| goals. You are trying to get the highest price for | | | | you can take ("I don't need this sale"), but I've |
| your product while at the same time the other | | | | found that you're going to end up making more |
| side is trying to get the lowest price. Something's | | | | concessions when you take this path. Play it |
| got to give. | | | | straight, show the other side some love and you'll |
| The other side will probably be hammering you on | | | | make a better deal every time. |
| price. A common tactic is to point out that they | | | | Defend Your Price By Bringing Up The Total Cost |
| can go to other suppliers and get the same | | | | Often when we are selling a "thing" or a service, |
| product for a lower price. They want you to give | | | | the negotiations can come down to focusing on |
| in and lower your price. | | | | the price of the "thing". As the selling side of the |
| If you hear this often enough, you might actually | | | | table, you need to steer the discussion to |
| start to believe it - don't! Instead you need to | | | | consider the total cost of the "thing". |
| realize that what you are offering is unique in | | | | This means that you need to get the other side |
| some way. Maybe it's how you deliver the | | | | of the table to sit back and consider the entire |
| product, how you stand behind it, or any one of a | | | | ecosystem that your product will be used in. |
| number of different factors. These make your | | | | Things like installation, maintenance, replacement, |
| offering both unique and valuable. Don't give in! | | | | reliability, and servicing need to be included in the |
| Stop The Brainwashing Immediately! | | | | consideration. If you are careful to include the |
| When you are involved in a sales negotiation, you | | | | right components, then you can easily justify your |
| enter a strange little world. In this alternate | | | | price. |
| universe how you see what you are trying to sell | | | | What All Of This Means For You |
| to the other side is shaped not by what you think | | | | When you are on the selling side in a sales |
| about it, not by what all of your other customers | | | | negotiation, you need to understand that the |
| have told you, but rather by what the other side | | | | other side will be doing everything in their power |
| is telling you about it right now. | | | | to try to get you to lower your price. Don't do it! |
| This means that if they tell you something over | | | | There are a number of different ways that you |
| and over again, there is a good chance that what | | | | can defend the price that you are offering your |
| they are saying will soon shape your view of your | | | | product or service at. Expanding the negotiation |
| product. If they say that there is nothing special | | | | and making sure that it doesn't just focus on |
| about your product and that the price that you | | | | price will allow you to justify the price that you |
| are charging is too high, then you'll start to believe | | | | are asking. |
| them after awhile. | | | | In the end, your ability to defend your price plays |
| You need to make sure that this doesn't occur. | | | | two roles. It will, of course, determine how |
| There are lots of ways to do this. One of my | | | | successful you will be as a sales negotiator and it |
| favorite ways is to bring a folder along with me | | | | will also raise the value of the product that you |
| to the sales negotiation which contains clippings | | | | are selling in the buyer's eyes. |