Save this for the potentially huge account (or huge current customer) you know you are about to lose to a competitor. (Clear it with your boss first, of course.) ..more
Archive for November 19th, 2008
My boss would like to pay for you to come out here, meet him, and tour our facility. Can we do that?
Posted by: arlene on Wednesday, 19th Nov, 2008
Sales Representative: Negotiate the Best Deal by answering the Nasty Questions
Posted by: arlene on Wednesday, 19th Nov, 2008
Why those terms?
An extremely important negotiating question. If you don’t ask it at least once, you are not doing your job well.
If you have an impasse on one of those three things, you can always step back and ask to look at one of the other three elements.
If an issue is only producing disagreement and frustration, there is no sin in asking that it be postponed in order to allow you and the prospect to discuss something that you do agree on. Emphasize commonalities, and you will eventually be able to build up enough trust to move forward to the most difficult issues. ..more
Selling and Sale, Nasty Questions, Reconfiguring Your Offer
Posted by: arlene on Wednesday, 19th Nov, 2008
I am a big believer in reshuffling and reconfiguring my offering during the negotiation phase. I will never simply discount my price, but I will, as suggested in the earlier question, throw out a different price to determine whether or not it will work for the prospect. Once I determine that it will, I will go back to the drawing board and redraw and rearrange my offering, taking elements out and putting new elements in, so that I can find a new and different mix that will work for this prospect in this situation. ..more
