The total package counts
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.
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 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
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
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.
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
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
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.
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
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.
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