In [[How you make the sale]] the following points are made with respect to price in a negotiation dialog:

# ''Don't lead with price''
## If the price is beyond what the prospect thinks is reasonable; they will quit listening the minute you give your price way and your chance to close the deal is finished.
# ''Build value before you talk about price''
## A bad deal is a bad deal at any price. Make sure you have properly sold your solution. Sell your solution before you hang a price tag to it.
# ''Ensure a apples to apples price comparison''
## It is easy to get trapped when a prospective customers says: "The last guy was a third lower than yours". Make sure the offers compare similar with respect to warranty, terms, delivery, quality.
# ''Don't appologize for your price''
## It is what it is. If it is higher, don't draw attention to it. The customer will notice it on his/her own. If you don't believe it is worth what it costs, advocate for lower prices or quit. It is impossible to sell a product you do not believe in.
# ''Focus on the [[Total Value Proposition]]''
## This includes the price of the product, the reputation and of your company as a supplier. the terms and conditions of the sale and the other opportunities.
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howtomakethesale_public
created
Sun, 12 Jun 2011 11:34:56 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 11:34:56 GMT
modifier
dirkjan
tags
How you make the sale
M16
Term
creator
dirkjan