Sales Negotiation: The Salesperson's Dilemma

Topics:
Negotiation
Tags:
Ed Brodow Seminars,
Sales,
Sales Force Management,
Sales Strategy
Source:
Ed Brodow Seminars

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Overview: In sales negotiations, customer price objections can be seductive. You want the sale and the customer is giving you an easy way to close it: offer a discount. However, there are two essential reasons for resisting the objections and sticking to your price: First, closing the sale means nothing if it is not profitable. Many fine companies have gone out of business after deciding to offer major discounts. Profitability is a more realistic way of measuring success than sales volume. Second, the most satisfied customers in a sales negotiation are the ones who pay top dollar because they appreciate the value of their investment. Buyers perceive higher-priced items to be more valuable.

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Format: HTML | Date: Jan 2008 | Pages: 3

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