The minefield of the price negotiation
Who did not want to leave such a minefield as soon as possible? No wonder then that sellers often break in too early, show no backbone and give in to break out of this unfortunate situation quickly.
They give so much too early and unfounded discounts that the profits of their Company melt away. Not to talk about their own commissions.
Seller versus buyer
In a negotiation, salesmen and salesmen stand alone. Everyone has a goal. The end. Here, however, the similarities are already beginning to recur. Because of the market situation the seller sometimes has to conclude with certain companies. The buyer has the goal to achieve the best price for his company.
The modern communication methods help him to expand the competition to numerous possible providers. This advantage will be played out in the negotiation. From the outset, there is an imbalance that significantly influences the dynamics of the negotiation process. Wise and successful salespeople act to this fact by means of intensive preparation in time.
Preparation is the foundation of your price ladder
Sales teams that are excellently prepared will always make lucrative orders. And exactly at the prices that they set themselves. Successful price negotiators know: The all-important phases take place before the actual price discussion. Here we form the foundation for our personal "Price negotiation stairs".
The more time and energy invested in this foundation, the more stable it is. A shaky, poorly researched foundation also means shaky steps that can be climbed only with difficulty. A firm, strong foundation provides firm, safe steps. The time you invest here comes back several times in the course of the negotiation. Successful sellers never neglect this phase!
Before you approach new companies and make an offer, you can get an accurate picture of the company. Search for your main contact partner and other potential negotiating partners of the buying cent. How tick these, what negotiation reputation do you have, what do they like, what are your hobbies, where do you go on holiday.
Your high goal is to establish good personal contacts with the contact persons and decision-makers and to establish your network in this company at a very early stage. Only then you can recognize the decision-making processes in the company, perceive optimization potentials and work with customers to develop truly useful solutions.
Benefits rather than products
It's never about the product alone, but always about the benefits. The price is important, but not always decisive for the purchase. It is much more important to know exactly the needs and needs of the customer and to offer him the "better overall package" of product and services and to point out the benefits. When the customer realizes his personal benefit, he is usually willing to pay a higher price.
After this intensive preparation phase, we are ready to climb the first stage of the price negotiating stage.
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