Knowing when to negotiate...

Negotiation Forum

 #1
richsales
"Top Sales Expert"
Knowing when to negotiate...

"Knowing when to negotiate is as important as how to negotiate."


Here is a quick tip on negotiating:


Example


Client: "Before we get into the details, just give me an idea of what this will cost."



Salesperson: "Our basic fee is ... and depending on volume ... we could ..."


A better response would have been...

Client: "Before we get into the details, just give me an idea of what this
will cost."

Salesperson: "I know that cost is an important consideration. So that I can give you an idea of the cost, can you tell me...?" (Get the client's needs and information.)

Bottom-line: Don't negotiate until you know the customer's needs and the customer knows the value you bring.



__________________
Richardson
More then just sales training...
http://www.richardson.com
 #2
Houston

Quote:
Originally Posted by richsales
Bottom-line: Don't negotiate until you know the customer's needs and the customer knows the value you bring.
Good point and good example. Thanks.

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