Let's Talk Sales ... When people see and appreciate the value of your products and services, they rarely ask for a discount. If they admit to the "value" element and still ask for a discount, stand your ground. Force them to either accept a lower quality offer elsewhere or re-adjust their budget and their priorities.
If you want to cater to a group of clients who are always asking for a discount, review your target market and make changes accordingly. Some business owners offer lower quality goods and services so as to enable a "sell down". This they do only after they have offered and presented a higher quality option to their clients.
If you are known for delivering quality goods and services, you should not be even entertaining the thoughts of offering lower quality goods and services, unless you have the funds and other resources needed to diversity your inventory.
When it comes to discounting, follow the Golden Rule. The Value Perception is your negotiating tool so don't be afraid to use it. If you present the 'value element' and get your client to acknowledge it, you therefore have to stand firm on your 'value pricing' rules for your business. Remember, no one walks into a BMW dealership looking for a bicycle.
Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales. Not sure if Sales Coaching or Training is for you? Sign up on our website for a Free 30 minutes consultation.
For more information, visit www.salescoach2.com or contact her at Tel# 646-250-8103.
Socialise with SalesCoach2, for updated and innovative sales tips and more?
Link us on LinkedIN: http://www.linkedin.com/in/bettyscott
Tweet us:SalesCoach2
Facebook us: http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079
If you want to cater to a group of clients who are always asking for a discount, review your target market and make changes accordingly. Some business owners offer lower quality goods and services so as to enable a "sell down". This they do only after they have offered and presented a higher quality option to their clients.
If you are known for delivering quality goods and services, you should not be even entertaining the thoughts of offering lower quality goods and services, unless you have the funds and other resources needed to diversity your inventory.
When it comes to discounting, follow the Golden Rule. The Value Perception is your negotiating tool so don't be afraid to use it. If you present the 'value element' and get your client to acknowledge it, you therefore have to stand firm on your 'value pricing' rules for your business. Remember, no one walks into a BMW dealership looking for a bicycle.
Betty Scott is an award winning Sales Coach and Trainer who has helped several sales executives and business owners to close their sales. Not sure if Sales Coaching or Training is for you? Sign up on our website for a Free 30 minutes consultation.
For more information, visit www.salescoach2.com or contact her at Tel# 646-250-8103.
Socialise with SalesCoach2, for updated and innovative sales tips and more?
Link us on LinkedIN: http://www.linkedin.com/in/bettyscott
Tweet us:SalesCoach2
Facebook us: http://www.facebook.com/pages/Sales-Coaching-for-business-owners-and-sales-professionals/131925126079
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