More success stories?
Shop & Newsletter 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 Olivier Schumacher (More) • Last updated on October 15.07.2023, XNUMX • First published on 10.01.2017/XNUMX/XNUMX • So far 5240 readers, 1155 social media shares Likes & Reviews (5 / 5) • Read & write comments
The relationship between sellers and their prices is not always clear. Some orders only come about with high discounts. But although Seller bars Money give away are hers customers not satisfied.
Sellers often mistake their prices for their weak point and give discounts too quickly. Really professional sellers, on the other hand, stand behind their prices. They communicate this so naturally that their counterparts only rarely mention it Problem sees in it.
At the customer, a corresponding value for the offer is established during the course of the call. The price becomes a quality feature. If the customer's consideration is the same, the price is also accepted.
Very few customers buy just like that. They want the security of the best offer. They ask and haggle for an even better price.
Badly trained employees lead to discount demands Stress. They fear that the long-awaited order will not come. To this phase of the conversation as possible fast to finish, many are willing to buy the job with discounts.
What seller doesn't want to land orders? If he has a discount range of ten percent, some are only too happy to grant it immediately because he hopes that the deal will be concluded immediately. And then he exceeds his bargaining power because of the Customer trades further.
Forgot: Every penny discount is missing as income. No economically working Companys can survive in the long run if it's only their own Costs covers - it must also generate profits.
That is why every salesperson has to be aware that he deals with unnecessary discounts just as badly for the company as a cashier who steals cash from the cash desk.
Not every prospective customer is equal to a customer - that must know a provider. Customers have different initial situation and requirements. Also the price is not the same.
Good advice can make it clear to some customers that they are making a mistake if they don't spend more money on something more suitable for them Performance invested. Other 'customers' don't want to buy from this seller from the start. Their interest is aimed at 'stealing advice' or a written alternative offer in order to blackmail in-house suppliers.
Such prospects will not buy even with high discounts. If so, then maybe once, but not necessarily regularly. With the right ones Ask professional sellers can gauge the seriousness of the inquiries.
you invest only spend their time on projects where there are real chances of getting an order. So with customers who see a corresponding added value in the offer and are willing to pay accordingly.
Many customers prefer to say to the provider “They are too expensive!” than the truth. This is often more unpleasant: customers doubt the quality, do not trust the seller or have not understood his solution, but do not want to say so.
Beginners in sales confuse the customer's request for a discount with a buy signal. They believe that only the price stands between them and the order. But even with generous discounts, the customer cannot buy because the unspoken still stands between them. Then with every percentage point more discount the seller only makes himself less credible.
After making a purchase, customers want to be able to say “The negotiation wasn't easy, but I got a good price”. That's exactly why merchandise professional sellers at higher prices.
They succeeded in staging the price negotiation in such a way that the customer stands well when signing the contract.
It can happen that a seller immediately offers the customer the best possible discount of eight percent in order to make the order fast - and the customer still does not buy.
The other seller, on the other hand, gets the order for a half-hour price negotiation at 3% with the same customer - and the customer feels completely comfortable.
Acquire this text as a PDF (only for own use without passing it on according to Terms and conditions): Please send us one after purchase eMail with the desired title supportberufebilder.de, we will then send the PDF to you immediately. You can also purchase text series.
4,99€Buy
You have questions about Career, Recruiting, personal development or increasing reach? Our AI consultant will help you for 5 euros a month – free for book buyers. We offer special ones for other topics IT services
5,00€ / per month Book
Up to 30 lessons with 4 learning tasks each + final lesson as a PDF download. Please send us one after purchase eMail with the desired title supportberufebilder.de. Alternatively, we would be happy to put your course together for you or offer you a personal, regular one eMail-Course - all further information!
29,99€Buy
If our store does not offer you your desired topic: We will be happy to put together a book according to your wishes and deliver it in a format of yours Choice. Please sign us after purchase supportberufebilder.de
79,99€Buy
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.
1 / 3: Gift money does not make customers happy by Oliver Schumacher - Recommended contribution 9pYiCjxSkt
1 / 3: Gift money does not make customers happy by Oliver ... via BERUFEBILDER - Recommended contribution FaajdhtCcZ
1 / 3: Gift money does not make customers happy by Oliver ... via BERUFEBILDER - Recommended contribution ebcVSIMkCZ
Post a Comment