More success stories?
Shop & Newsletter they offer you:
For their successful, good life Information you really need: Government-funded publisher, awarded the Global Business Award as Publisher of the Year: Books, Shops, eCourses, data-driven AI-Services. Print and online publications as well as the latest technology go hand in hand - with over 20 years of experience, partners like this Federal Ministry of Education, customers like Samsung, DELL, Telekom or universities. behind it Simone Janson, German Top 10 blogger, referenced in ARD, FAZ, ZEIT, WELT, Wikipedia.
Disclosure & Copyright: Images created as part of a free collaboration with Shutterstock.
By Lothar Lay (More) • Last updated on October 02.10.2023, XNUMX • First published on 09.04.2021/XNUMX/XNUMX • So far 7596 readers, 1187 social media shares Likes & Reviews (5 / 5) • Read & write comments
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.
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.
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.
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:
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.
Companys 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.
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.
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.
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.
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.
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?”.
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.
Lothar Lay is a sales trainer, sales and management consultant. The business economist (VWA) systemic coach is considered a leading expert on the subject of price talks and negotiation. Before that, he worked for over twenty years in sales at national and international corporations in the areas of consumer, capital goods and services. He has advised and trained AEG, John Deer and the VDI, among others. In 2013 he received the 5 star speaker award “Best Performer Trainer”. More information at www.lay-training.de All texts by Lothar Lay.
RT @jobcollege: Successfully negotiate prices in 5 stages - 3/6: Call prices professionally: Always come back ... # B ...
Stage two of the #prize negotiation stairs. How sellers really professionally call their prices.
via Lothar #Lay
Successfully negotiate prices in 5 stages - 3/6: Call prices professionally: Coming again and again… #Business #Education
Post a Comment