{"id":45,"date":"2012-06-28T12:00:00","date_gmt":"2012-06-28T12:00:00","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/2012\/06\/28\/thoughtful-thursdays-negotiating\/"},"modified":"2012-12-16T23:06:50","modified_gmt":"2012-12-16T23:06:50","slug":"thoughtful-thursdays-negotiating","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2012\/06\/28\/thoughtful-thursdays-negotiating\/","title":{"rendered":"Thoughtful Thursdays – Negotiating"},"content":{"rendered":"

\"\"<\/a>I do not know anyone who\u00a0finds it enjoyable to pay more for something than they feel it is worth. Your prospects are no different.Think about the last time you experienced the price objection. This can come in many forms, but the bottom line is that you are being asked to supply more for less.<\/p>\n

In my business to business experience, price points are often determined during Step 3 of the sales cycle, Gain Approval<\/a>, when determining prospect needs.<\/p>\n

It is after making Recommendations<\/a> that negotiating often begins in earnest. Once you are at this point in the sales cycle there should be a reasonably \u00a0high probability of making the sale. You want to be prepared to confidently address anticipated objections.<\/p>\n

Back to thinking about the last ime you experienced a price objection. Were you prepared to walk away from the sale, or did you agree to a concession or was it the opening of a conversation that led to a mutually beneficial solution?<\/p>\n

Too many times, the tent folds up and the price comes down, the customer is the winner\u00a0and your pockets are lighter as a result. Fear of loosing the sale is powerful. Your defence is a well prepared response, with the objective of\u00a0having\u00a0two winners.<\/p>\n

Yes, there are many\u00a0scenarios to consider, however there are common points to consider\u00a0for\u00a0most business negotiations.<\/p>\n