Successfully negotiate prices in 5 levels: call professionally prices



Previous Part Next part



Work well, plant 500 trees! We make the Working World more Human and Ecological, so we donate Revenue for Certified Reforestation. As Publisher Best of HR - Berufebilder .de® with an unique Book Concept, on-demand eCourses and News Service we share 15 years of Experience with our Customers (Samsung, Otto, State Institutions). By the Top 20-Blogger Simone Janson, referenced in ARD, ZEIT, WELT, Wikipedia .
Copyright: Artwork created as part of a free collaboration with Shutterstock. ,

Again and again in negotiation situations this "fatal" question about the price comes within a few seconds before the seller even has a chance to present his offer. Successfully negotiate prices in 5 levels: Professional prices call price

Tip: Text as PDF (please read the instructions!) or to this text complete eCourse Download. Regular promotions or news per Newsletter!


More knowledge - PDF download, eCourses or personal advice

Here writes for you:

Lothar Lay Lothar Lay PortraitLothar Lay is Sales Manager, Sales and Management Consultant.

Profile

The total package counts

Overview

Now a salesperson who is “run over” in this way must get the curve for professional pricing. This is not that difficult if you follow a few rules. Because here it is extremely important that sellers present their ENTIRE offer confidently and convincingly. The goal must be not only to present the product and the price, but the “total package” of all services and advantages.

Tip: Text as PDF (please read the instructions!) or to this text complete eCourse Download. Regular promotions or news per Newsletter!

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

Overview

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

Overview

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:

Tip: Text as PDF (please read the instructions!) or to this text complete eCourse Download. Regular promotions or news per Newsletter!

  • 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 still have to get 10% down." This is the moment to pull an offensive alternative from your sleeve. They answer "That would be conceivable if ...". Then list what's most Sense for you, e.g. For example, "if you add another product from our company to your range" or "if you buy a larger quantity, I can grant you special net prices." Make realistic counterclaims instead of dismissing them with horror. Reacting correctly here has already saved some price negotiations from the final end.

If you have now given your price confidently and convincingly, you go to level three of the price negotiation step, the professional offer management. In practice there are endless missed opportunities.

Individually must be

Overview

Companies are putting huge sums of money into the sand because they do not encourage their salespeople to create offers efficiently and individually and to follow them professionally. Especially in this important phase something goes wrong.

Buyers hate nothing more than to receive irrelevant standard offers that you can tell at a mile against the wind that they were not created individually and tailored to their needs. Nevertheless, many sellers send out such pamphlets again and again. This is fatal and wrong! Because this type of offer leaves the buyer with no choice but to plunge immediately into the price and want to push it down.

The offer as a written sales discussion

Overview

Most sellers hand over quotations to clerks. They know neither the companies involved nor the contact persons, often do not receive any background information and can therefore only proceed according to scheme F.

Tip: Text as PDF (please read the instructions!) or to this text complete eCourse Download. Regular promotions or news per Newsletter!

The wishes of the customers are almost never to the person who creates the offer. This is the place where immense potential is lost to create an offer that has high chances to be accepted.

The standard does not interest

Overview

Because: standard options do not interest anyone. With this, companies that allow this will throw away money! Information such as "what is important to the customer, what solution is he looking for", thus fall through the communicative rust and are lost forever. Thus, companies unknowingly lose high sales. What a waste!

An offer is a written sales talk. Therefore, a target-oriented offer can only be created directly by the seller, since he has conducted the discussions with the customer and knows the wishes and needs. The seller should also always be the first point of contact for the purchasing departments and without exception take care of the follow-up of the offers.

Follow up, follow up, follow up

Overview

The best individualized offer is of no use if sellers send it and then remain inactive. Very many orders do not come about, because a professional and strategic follow-up of the offers is not.

Tip: Text as PDF (please read the instructions!) or to this text complete eCourse Download. Regular promotions or news per Newsletter!

Many sellers are extremely unsure at this stage which steps to take and when to do. "Do I even catch up?" "If so, when?" Many then say, "Yes, but the customer has never reported back." Logically, the customer or future customer has piles of offers on his desk. Anyone who does not remember his offer in a subtle but concise manner has already lost.

The art of correct comprehension

Overview

Customers want to feel coveted, feel that they are staying with them. Wise sellers already announce in the offer, on which day they will announce themselves again and do that also on exactly that date. Killer statements like "Has my offer also arrived and is something already decided?" Should be avoided.

Who asks so, gets the lapidary answer that nothing is decided, and the conversation is already over. The right question is: "Does my offer meet your expectations?". Then the other person has to make a clear statement and say, yes, it fits or tells what the company still wants. In the former case, the seller can immediately hook and ask if he can confirm the order. In the second case he receives the opportunity to improve and complete.

Here, the circle closes for the careful provision of services. Most buyers are so glad to receive a well-founded, personalized offer that meets their needs, that you can then accept without a long time torch and award the contract.

Tip: Text as PDF (please read the instructions!) or to this text complete eCourse Download. Regular promotions or news per Newsletter!


More knowledge - PDF download, eCourses or personal advice

Overview


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).

3,99 Book now


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


occupations pictures

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
  1. Simone Gerwers

    RT @jobcollege: Successfully negotiating prices in 5 stages - 3 / 6: Calling professionally: Always coming back ... # B ...

  2. Monika Paitl

    Stage two of the #prize negotiation stairs. How sellers really professionally call their prices.
    via Lothar #Lay

  3. Competencepartner

    Successfully Negotiate Prices in 5 Stages - 3 / 6: Call Professional Prizes: Always Com ... # Profession # Education

Post a Comment

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

JaI would like to be regularly informed about the latest promotions & offers 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.