Learn the quick-wittedness of the salesperson: “That is too expensive” - & now?

SellerPeople who hear that the price is too high often despair. Now they've come this far and face this final hurdle. But there is advice.

Why is the price being pushed?

It is normal for the buyer to lower the price. It only shows that the interlocutor has not yet understood exactly what services he is getting.

With the appropriate negotiation techniques and tact for the "why", sellers can soon invalidate these statements. The seller has to think first, why does my counterpart want to lower the price now. The main question that a salesperson should ask is whether he is dealing with rational or emotional aspects.

Rational aspects

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Many buyers are under considerable pressure from above to buy cheap. It gets really bad if - which is usually the case - cheaper competitor offers are available. Buyers will exploit this fact mercilessly.

Sellers can invalidate these rational aspects by e.g. B. On-budget Alternatives offer, split the budget or slim down the offer a bit. It does Sinn, here the profitability of the offered Solution to explain from a long-term perspective and to present a comprehensive price-performance comparison. The benefit of the offer must be the focus. Rational aspects are best countered with well-founded figures, data and facts.

Emotional aspects

On the emotional level, it is much more complex. The buyer could, for example, For example, to worry about his job if he does not complete ideally and therefore must prove his existence. Perhaps his previous negotiating record of this year is still not satisfactory, and he needs a successful conclusion.

It is also difficult if the purchaser suffers from chronic decision-making uncertainty. And the worst of all cases to consider: a buyer who seeks to negotiate as a personal sporting ambition and always wants to win anyway.

The ultimate success experience for the buyer

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Only one thing helps here: to give the buyer the ultimate success experience. "I have achieved the best possible result" must be his feeling when he leaves the negotiation. So that Customer gets his own sense of accomplishment, the seller must be in the price negotiation Resistance perform and fight hard so that the customer can win in the end.

Only when the seller clear shows that nothing works anymore and then groans and whines, the buyer has the feeling that he has achieved the best possible price and stops negotiating. A tip on the side: what prevents sellers from reaching the limit where nothing works at all very early? But this only works if sellers don't make easy concessions from the start.

Analyze the powerful buying center

Now it comes to the final final discussion with all decision-makers. What do salespeople have to prepare intensively before they drive off to the appointment? Be sure to find out who will be present on the customer side at the final meeting. Which contacts, from which departments and, above all, in which ones Features. The hierarchy is meaningful and shows the importance that the “opposite” has to the Conversation admits.

Now find out if this appointment will make a final purchase decision. This is strategically important for your further procedure! Prepare a conversation partner-oriented line of reasoning.

Exit Prepare for negotiations

Sellers must set a precise limit in advance of what they are willing to go to in their negotiation! The point at which they say, "Here I break off the hearing" must be precise in their Head to stand.

Otherwise there is a risk that they will lose their ardent desire to Shop complete, get carried away, taking losses for her Companys to accept.

Tension field final negotiation

When seller in the negotiation situation, the question "What is your last price?" hear, this is in itself the signal that the customer wants to buy now. But if the answer to the previously asked question of whether the purchase decision can be made on that day has been given an evasive answer, sellers must under no circumstances state their last price.

It can be just testing, or this pricing information can be used to negotiate with the competition. Sellers must now clearly clarify whether a decision may or may not fall now. If it becomes clear that a decision is not possible on this day, or if the exit sum is reached in further discussions, sellers only have one option:

Abort from reason

The immediate exit from the negotiation. Here it can happen that the buyer-squad restrains the seller and now begins to make concessions. If this is not the case, it was never planned to do the job with this provider at that moment anyway.

Sellers who quit now still win because they successfully prevented them from accepting an order that was unprofitable for their company. In addition, you have shown your negotiating partners steadfastness and thus created an excellent negotiating reputation for future discussions with this company.

In triumph on the top of the stairs

The situation is different if an affirmative answer is given to the question of whether the transaction can be concluded on this day. Now it is the task of a successful seller to negotiate the best price for him within his predetermined range.

The higher he can stay within this framework, the higher the profit for his company. Even if he has to concede the lowest limit of the range due to the great negotiating skills of his negotiating partners, he knows because of his meticulous Preparationthat the order is economically positive. This is where the precise preparation and calculation of the exit scenario definitely pays off.

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