The total package counts
It is extremely important for sellers to confidently and convincingly present their ENTIRE offer. The goal must be to present not just the product and the price but the "complete package" of all services and benefits.
It's very special: not "we have the better product" but "we are the better partner!" Their main task as a seller at this stage of the price negotiation is to communicate that message credibly.
A psychologically correct price entry
Build up your argumentation in a conversation-oriented manner and work out convincingly and excitingly both the rational and the emotional benefits. Your customer must finally be convinced that only YOU are the ideal partner for him. If you do that, then the price slips slowly to a next door.
Very important: do not call your price hesitant or apologetic. But confidently, directly, with a firm voice, from which the pride to offer such high-quality products or services can be heard.
So you come to a positive conclusion
Develop a positive inner attitude to the price conversation. Show self-awareness! Take action of course! Take action by yourself! These practices and basic rules help to achieve a positive conclusion:
- Formulate customer-oriented: Make the benefits and benefits of your offer for your customer and the other parties crystal clear. Do not say "this costs" but "you get ..."
- Sell from top to bottom: Always bid the "Full Equipment" rather than the "Economy" version. Round up instead of off.
- Create valuable negotiating masses for yourself: Take all the costs into the offer. In practice, this is often given away, as certain expenses are simply overlooked!
- How to deal with pressure through offensive alternatives: Suppose you submit an offer for 150.000 €. The buyer's reaction: "You have to down 10%." This is the moment to pull off an offensive alternative. They answer "That would be possible if ...". Then explain what makes the most sense to you, eg. For example, "if you add another product from our house to your assortment," or "if you buy in bulk, I can grant you special rates." Set realistic counterclaims rather than dismissively dismissing them as a shock. Acting correctly here has already saved many a price negotiation from the final end.
Now if you have chosen your price confidently and convincingly, you will be on stage three of the price negotiating route, the professional offer management. Here, in practice, there are infinitely many missed opportunities. How you avoid this is shown in the following.
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