Every month I receive a variety of questions from salespeople and their managers. These come from a variety of sources - my live seminars, the monthly phone seminars, questions that are sent into my newsletter, and issues that arise in the course of my consulting work. Out of all of these, I select those that I think have the most universal application, and respond to them here.
What is your advise on an account that is asking for pricing that is unreasonable?
That�s easy. Let them know that you have some minimum pricing restrictions, and they are getting your lowest price for the service you are providing. You may be able to work with them if they want to help refine your service. For example, if you deliver the product or service to them, suggest that you may be able to reduce costs if they would pick it up. You may be able to reduce costs if they would pay cash with the order, etc.
Stick to your guns. The greatest negotiating power comes from the ability to walk away from the deal. If they are asking for unreasonable prices, you ultimately have to be able to say "no" in a way that doesn�t close the door to future deals.
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If you have any comments or questions, email them to me. I do, of course, reserve the right to edit.
Here are a few articles by Dave
that you might be interested in reading:
- How can I sell when I'm not the lowest price?...
There are a variety of answers -- too many for just one column. But, we can identify one of the most powerful ways to deal with this problem. "Low price" is not the main reason people buy! In every survey of buying motivations I've ever read, low price is never the primary motivation. Yes, it's important. And, when everything else is equal, it will be the deciding factor. But very rarely is everything else equal. And very few people in this world buy only on the basis of low price. How many of you are driving used Yugos? Or wearing a suit you bought at a garage sale? Or watching an 8-inch black & white TV?.... {Read More}
- Learning About Your Competition...
I'm concerned about what my competition may be doing. I know I should be aware of what they're doing, but I'm not sure how I can find that out. This is an issue that's growing in importance. Our industry is heating up and becoming more competitive. All around us things are changing at an ever-increasing rate. That means that it's more important than ever for you to be aware of what your competitors are doing so that you don't get blindsided or seriously outmaneuvered. {Read More}
There are also many other action-packed articles for sales professionals that offer how-to solutions to every day sales problems that you can read online at www.davekahle.com/article.htm.
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