Sell ​​and Price Negotiation: Make Customers Happy

Work better, information as desired! We give you the information you really need and are committed to a better and more ecological working environment. When Book Publisher Best of HR –® with Unique Book Concept and eCourses we offer over 20 years of experience in Corporate Publishing - with Clients like Samsung, Otto, Governmental Institutions. Publisher Simone Janson also heads the Institute Berufebilder Yourweb, which awards scholarships, for example, and belongs one of the top 10 female German bloggers, referenced in ARD, FAZ, ZEIT, WELT, Wikipedia .
Copyright:  Artwork created as part of a free collaboration with Shutterstock.

Frequently, the seller's price is hotter than the customer. The topic of price negotiation is rather annoying for most sellers. But does everything really matter and price in the sale?

the price is hot

Here writes for you:


Oliver Schumacher Oliver SchumacherOliver Schumacher is sales trainer and speaker.


From the author:





Customers act of contradictory

Customers are unpredictable. They get upset when, after refueling a few miles away, the fuel is two cents cheaper.

On the other hand, they spend a lot of money because they really want something that does not fit their needs. But reason number 1, why both private and business customers like to trade, is the fun of negotiating - the will to succeed.

Interchangeable offers

Many buyers are trained to make the seller aware that his offer is interchangeable and the only relevant is the price.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

They have the task of pushing the price. They are paid for this. Also, the products to be procured with the previously defined minimum quality must fit into a budget specification.

Who asks wins

It is quite normal that buyers ask for a discount to get better prices. They also know exactly who is asking. The estate does not come by itself.

On the other hand, the seller should know that corporate buyers are often unaware of what they are shopping for. But everyone can talk about a prize.

The body as a traitor

If the seller is not at his price, his counterpart will feel it (by the way, also on the phone). As with children who have "eaten up", they usually reveal their body language, voice and eye contact.

They automatically attract suspicion. That is why it is so fundamentally important for sellers to sell the price to themselves first. Only then can this be confidently enforced with the customer.

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

Appreciative response

Sellers should practice intensely how they respond appreciatively to estate claims. A snap at the first demand signals that more is possible. It is better to consider in advance whether you can offer the buyer a “candy” if a direct discount is not immediately possible.

In general, claims for a price reduction should be repelled at least twice at eye level. Thus many orders can be made without any discounts. If they are necessary, the customer has at least a success story.


Buyers like to work with the so-called salami tactics: they keep opening new barrels in order to “take off” the seller more and more. Sellers shouldn't fall for that. By making them binding from the start, they can counteract this tactic. The question is often enough: "Is there anything else besides the price that keeps you from buying?" If there is no clear answer, there is usually something else. But then a "What is it?" follow to clarify the situation.

Clarity helps

If the first question comes up with a clear NO, a reformulation often brings clarity: “That means that we only do the job today if we agree on the price. Is that so?". It would be wrong to react immediately with a discount offer.

It is better to ask the customer about the price. If the asking price is excessive, the seller can still reject it as friendly as it is clear: “I'm sorry, I really can't do that. But let's see how else we can do business. What do you expect from it when you work with our product? ”

Tip: Text as PDF (please read the instructions!) Download or for a little more Book on the topic with discount or eCourse book. Actions or news via Newsletter!

recommended action

Practice how to better enforce your prices. Your prices will ultimately be the cost in your Company covered. The better you can enforce your prices, the more profitable the order for your business.

More knowledge - PDF download, eCourse on demand or personal advice

Offline download: Download this text as PDF -  Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save). Or for a little more directly an entire book or eCourse with this text buy, read on.

3,99 Book now

Read customer feedback and buy a book on this topic at a discount: Do you like this text and want to read more information about it? Buy the right book including this text, buy it here in two languages, as a member even with a 20 percent discount. Would you like to take a look at the book first? You can do this by previewing the book look at and then purchase on the book page.

German edition: ISBN 9783965960923

7,47  Buy directly

English version: ISBN 9783965960954 (Translation notice)

7,47  Buy directly

Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!

19,99 Book now

Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).

179,99 Book now

You want to comment here? Please the Debate Rules comply, contributions must be unlocked. Your eMailAddress remains secret. More information on the use of your data and how you can counter this can be found in our Privacy Policy.

  1. To follow debate on this post
  2. All debates follow

Post a Comment

Your email address will not be published. Required fields are marked with * .

Ja, I would like to be informed about the latest promotions and offers via Newsletter be informed.

I hereby accept the Debate Rules and the Privacy policy with the possibility to contradict the use of my data at any time.