13 secrets to avoid discounting during sales negotiations
Post on 17-Aug-2015
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13Secrets To Avoid
DISCOUNTINGDuring Sales Negotiations
Sales people often give discounts to win business without understanding the
impact on bottom line
This can destroy profit margins when typically not necessary to close
the business
Price becomes important to the customer when they believe all
the options are the same
Understanding the customers needs and having a better solution will win
over the lowest price option
13 Tactics to Improve
the Value of Your Deals
1. PLAN: Planning is the single most important aspect of successful negotiating
2. PROBE: Interests can often be satisfied in multiple ways that don’t involve discounting
3. NEGOTIATE ON VALUE: Be prepared to communicate the tangible worth to the customer
4. PRE-SELL: Pre-sell vertically and horizontally within the organization to build support at multiple levels
5. POWER: Find out where your power lies with this deal
6. COMPARED TO WHAT: Do your homework and position your solution to highlight your strengths
7. SHARED INTERESTS: The customer is at the table because they have something to gain from buying from you
8. OPTIONS: The more options there are to consider, the better chances of coming to a mutually beneficial outcome
9. TRADE: Unless you know the cost of the trades you’re making, you can give away more than you realize
10. SEQUENCE: Hold back on certain offers and trade-offs until later in the negotiation
11. WALK AWAY POSITION: Know those issues you aren’t willing to negotiate and at what
point it isn’t worth it for you to continue
12. TACTICS: Use appropriate tactics and countermeasures to advance your positions
13. DON’T TAKE IT PERSONALLY: Getting defensive or adversarial will only serve to
increase distance between the two parties
With an understanding of negotiation principles and
thoughtful planning...
Sales Reps can negotiate based on value instead of on price
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