59 Seconds to Sales Success

Stand Your Ground

What do you do when your customer asks for a better price or discount?

Many people quickly make some form of concession in an effort to get the deal and close the sale. However, this approach often costs you money.

I was recently talking to a prospective customer who told me that he would accept my proposal immediately IF I dropped my price by fifteen percent. While I wanted this sale, I also knew that my price was close to the budget they had available and that it was close to what they had paid for similar services in the past. I also knew that smart buyers and executives make a point of negotiating price simply because it makes good business sense to do so. So, I resisted the temptation to drop my price and stood my ground. A few days later, I closed the deal without the discount.

Too many sellers think they have to cave in to demands for price concessions when they should really focus on building their value. The next time someone asks you for a discount, stand your ground and resist the temptation to give in. You may surprised at the results.

**If you want to learn more about this you need to check out my negotiating workshop. It demonstrates exactly how to deal with people who ask for discounts or better prices. A small investment could drive thousands of dollars to your bottom line.

Have a productive & profitable week!


"Take It or Leave It"


Do you know how to respond when a customer makes this demand?

Assertive customers and buyers understand the power of this statement. They know that many people will make a major concession when their back is against the wall and they are faced with losing the sale.

If your customers say this to you, you should attend my Negotiate with Confidence & Power workshop on June 27th. Here is an idea of what you will know after participating in this fast-paced, interactive program:
The most fatal negotating mistakes you need to avoid
The greatest myth sales people fall prey to when negotiating
Key techniques to handle price negotiations
Tactics that you need to recognize & the best way to respond to them
How to increase the value of your products & services
How to respond to "What's your best price?"
The one tactic that costs you money
The most critical element of every negotiation--it's not what you think
How to make concessions without giving away the farm
Plus a whole lot more. Get more details here.

Many of the sales people I talk to don't think they need to improve their skill at negotiating. However, once they attend this program, they often realize how much money they have lost.

Plus, you can use the concepts presented in this program to save hundreds of dollars on your own purchases. Check out the details here.



Weekly Motivational Quote

"The universe will reward you for taking risks on its behalf."
Shakti Gawain

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