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.

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.

Knowing when to negotiate...

Negotiation Forum