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By Olivier Schumacher (More) • Last updated on October 02.02.2024, XNUMX • First published on 12.03.2019/XNUMX/XNUMX • So far 4583 readers, 1946 social media shares Likes & Reviews (5 / 5) • Read & write comments
Bias prevents sales success. If premature discounts are given, this will be detrimental to this Companys. But it is Debt not alone at Seller. Everyone must take responsibility for this. What solutions are there?
Salespeople do not always act purposefully for their company. Sometimes they pursue a variant that is more comfortable for them due to their personality structure, established courses of action and intuitive thought patterns.
Since this usually happens unconsciously, those responsible for sales should use the typical Anxiety- Know situations and thus the dangers for sales success and deal with them. Solutions can be worked out together to remedy the situation.
Sellers have to merchandise - even if it is about the price. Buyers have to buy cheaply - that too depends on the price.
After all, it is their job to buy at the best possible conditions. But the crucial point is how fast Sellers actually "distribute" discounts and how often they give far too high discounts.
When asked about his motive, the answer of such a "discounter" is usually: "Otherwise I would not have gotten the order". Also other promised Shops often lead to unjustified price concessions. Likewise, the basic assumption that customers at any price (and that is to be taken literally!) widespread: "Yes, do we want the order now - or not?"
Sellers are not always aware of the economic consequences of disproportionate discounts. They often lack conclusive arguments to explain why they are more expensive than their competitors. Also that they finally want the job (or have to in order to achieve their target) and no more time invest is an important reason why sellers discount too quickly and too much.
Even if the numbers seem correct at first glance, Turnover alone is not enough. The bottom line is what's left. That's why sellers have to klare Strategies available in order to be able to push through the calculated prices.
Sellers need to be proud of their (high) prices. If they are unable to do so, there is a great danger that they will prematurely buckle in the price negotiations, even more so if they depend on the order. Compensation models based purely on sales instead of contribution margin support the "rebate illness".
Who gives too much discount (s), reduces the profit and endangers his future chances. If, on the other hand, sellers are willing to pay - and are convinced by themselves, price negotiations can be made much safer. The following ten tips help you to negotiate more confidently:
Who visites successfully merchandise wants to sell himself the price first. Because only if the provider really stands behind it one hundred percent will the Customer less likely to doubt.
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Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de All texts by Oliver Schumacher.
As a seller you really shouldn't be afraid!
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