Successfully negotiating prices in 5 levels: â € œThat is too expensiveâ € â € "and now?



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Sellers who hear this - standing on the fourth level of the price bargaining step - often despair. Now they have come this far and meet this final hurdle. This is quite normal. It only shows that the interlocutor has not yet understood what services he gets exactly. Negotiate prices in 5 stages:

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Here writes for you: Lothar Lay is Sales Manager, Sales and Management Consultant. Profile

Why is the price being pushed?

Overview

With the appropriate negotiation techniques and a flair for the "why", sellers can soon invalidate these statements. The seller must first think, why wants my counterpart now the price.

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The main question a salesperson should ask is whether he is dealing with rational or emotional aspects.

Rational aspects

Overview

Many buyers are under considerable pressure from above to buy cheap. It gets really bad if - which is usually the case - cheaper competitor offers are available. Buyers will exploit this fact mercilessly.

These rational aspects can be countered by sellers, Eg to offer budget-appropriate alternatives, split the budget or cut the offer a little. It makes sense to explain the profitability of the offered solution in the long term and to present an extensive price-performance comparison. The benefit of the offer has to be the focus. Rational aspects are best countered with sound figures, data and facts.

Emotional aspects

Overview

On the emotional level, it is much more complex. The buyer could, for example, For example, to worry about his job if he does not complete ideally and therefore must prove his existence. Perhaps his previous negotiating record of this year is still not satisfactory, and he needs a successful conclusion.

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It is also difficult if the purchaser suffers from chronic decision-making uncertainty. And the worst of all cases to consider: a buyer who seeks to negotiate as a personal sporting ambition and always wants to win anyway.

The ultimate success experience for the buyer

Overview

Only one thing can help here: to give the purchaser the ultimate success experience. "I've got the best result" must be his feeling when he leaves the trial. In order for the customer to get their own sense of achievement, the seller must resist in the price negotiation and fight hard so that the customer can win in the end.

Only when the seller clearly shows that nothing is going on and then groans and moans, the buyer feels that he has achieved the best possible price and stops negotiating. A tip on the edge: What prevents salespeople to reach the border, where nothing is more, very early? This works only if sellers do not make easy concessions from the start.

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Overview


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