Again and again in negotiation situations this "fatal" question about the price comes up within a few seconds before the Seller even has a chance to present its offer.


The total package counts

Now a seller who is "run over" in this way has to get the curve to professional pricing. That's not all that difficult if some Regulate get noticed. Because here it is extremely important that sellers confident and convincingly present your ENTIRE offer. Objective must be to present not only the product and the price but the “total package” of all services and advantages.

What counts in particular: Not “we have the better product” but “we are the better partner!” Your main job as a seller at this stage of the price negotiation is to do just that message to communicate credibly.

A psychologically correct price entry

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Build up your argumentation in a way that is oriented to the person you are talking to and work out the rational as well as the emotional benefits in a convincing and exciting way. Her Customer must ultimately be convinced that only YOU are the ideal partner for him. If you can do that, the price will slowly slide down to a sideshow.

Most importantly, don't be hesitant or apologetic about naming your price. Rather confident, direct, with fixed voice, which shows pride in offering such high quality products or services.

5 steps: How to get a positive conclusion

develop one positive inner attitude to priceConversation. Show self-confidence! Act as a matter of course! Act self-determined! These behaviors and basic rules will help you come to a positive conclusion:

  1. Formulate customer-oriented: Present the advantages and benefits of your offer for your customers and the conversation partners in a crystal-clear manner. Do not say “It costs” but “You get for that…”
  2. Sell ​​from top to bottom: Always offer the “full equipment” instead of a “savings version”. Round up instead of down.
  3. 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!
  4. How to deal with pressure from aggressive alternatives: Suppose you submit an offer for € 150.000. The buyer's reaction: "You have to drop 10%." This is the moment to pull an offensive alternative up your sleeve. They answer "That would be possible if ...".
  5. Then list what makes the most sense to you, e.g. E.g. “if you add another product from our company to your range” or “if you buy a larger quantity, then I can grant you special net prices.” Make realistic counter-demands instead of horrified flat denials. Reacting correctly here has saved many a price negotiation from the end.

Individually must be

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If you have now confidently and convincingly stated your price, the next step is professional offer management. In practice, there are an infinite number of missed opportunities here.

Company are wasting huge sums of money because they don't encourage their sales people to make offers efficiently and individually draw up and follow up in a professional manner. It is precisely in this important phase that things go wrong.

Buyers hate trivial standard offers

There's nothing buyers hate more than being given irrelevant off-the-shelf quotes that you can tell a mile downwind aren't custom-made and their needs have been matched.

Nevertheless, many sellers keep sending out exactly such pamphlets. This is fatal and wrong! Because this type of offer leaves the buyer with no other Choice, than to immediately pounce on 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 customers almost never get to the person making the offer. At exactly this point, immense potential is lost to create an offer that has a high chance of being accepted.

The standard does not interest

Because: Standard options are of no interest to anyone. Thus, companies that allow this Money away! Information such as “what is important to the customer, which Solution he is looking for”, fall through the communicative grid and are lost forever. So verlieren Company unknowingly 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.

Especially in this phase, many sellers are extremely unsure which ones steps when to do. "Am I even checking?" "If so, when?" Many then say: "Yes, but the customer never got back to us." Logically, the customer or future customer has stacks of offers on his desk. If you don't remember yourself and your offer in a subtle but concise way, you've already lost.

The art of correct comprehension

Customers want to be wanted feel, feel like you're staying with them. Clever sellers already announce in the offer on which day they will be in touch again and do so on exactly that date. Killer statements like “Did my offer go through and has something already been decided?” are to be avoided.

Anyone who asks this way receives the succinct answer that nothing has been decided and the conversation is already over. The right question is: “Does my offer meet your expectations?”.

Expressing it clearly is an advantage!

Then the opposite has to be clear express and say yes, it fits or tell what the company would like. In the former case, the seller can immediately hook up and ask if he can confirm the order. In the second case, this gives him the opportunity to improve and supplement.

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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