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In business, however, I see too many people fold like a taco when they are negotiating with a customer. It's not pretty. The customer may not even be asking for a discount/added value but at the slightest sign of hesitation a.k.a silence - the salesperson drops the price or keeps throwing in extras 'to sweeten the deal.' This isn't called selling - it is called Folding Like A Taco. Get Comfortable With Asking For The Investment This Sales Diva does not believe in CLOSING the deal with a customer. Say 'I can definitely work within your budget, however, we will have to reduce 'this' from the package. Remember - Desperation Isn't Pretty! Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates in the future. Article: Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. It's not pretty. The customer may not even be way for a discount/added value but at the slightest sign of hesitation a.k.a silence - the salesperson drops the price or keeps throwing in extras 'to sweeten the deal.' This isn't selling - it is named Folding Like A Taco. Get fat With examination For The Investment This Sales Diva does not fancy in shutting up the deal with a customer. I see it as OPENING the door instead. I also know that in a relationship (which is what you should have with your customer by the way) there is some give and take involved. But you can't be the one doing all the giving! So follow these 4 steps: 1. Come in with your best offer right out of the gate. Years ago when I sold television promotion with Canada's largest networks - I had a vassal that enduringly asked for every concession FIRST and then they tried to video signal the offer back and forth among competitors. However I have the world over had one rule. Integrity. I will never forget the conversation with my customer. When he said the other TV station had dropped their price, I asked the owner a question. ' good enough - what would have happened if I hadn't brought this proposal to you? You would have paid the full price that they were asking. In essence - by dropping their price so quickly - they have shown you they were overcharging you in the first place. I brought you the best offer right out of the gate. Our product is like yours - extremely high quality - and I know that you steadily stick to your word with your customers- just as I do. My offer stands.' He looked at me and there was a long silence. He said ' Kim - I never thought of it that way. I will go greater with your proposal.' HOORAY! 2. Don't start your conversation with price. Give your customer the investment only in search of they understand the major benefits of your product or service. If you start with price - I guarantee you are heading down the rocky road of objections. 3. present the customer time to think. Just there is silence doesn't mean you need to start 'folding your price.' Let them think it over. 4. Look at the word COMPROMISE in a new way. You know what the dictionary has to say on the word COMPROMISE? ' A settlement of differences in which each side makes concessions.' Look at the word this way: CO-M-PROMISE. largely it is a promise made by 2 or more people to meet in the middle. It isn't styled ONEPROMISE! If your customer is genuinely concerned with the investment - then you have some choices. You can either fold like a taco and drop the price considerably. (Not a Diva recommendation!) Or you can provide else value/decrease in pricing based upon a agreement from them in a volume buy, or repeat loyalty over a duration of time. You can also decrease your price but also delete some of your services as well. Say 'I can definitely work within your budget, however, we will have to reduce 'this' from the package. Remember - Desperation Isn't Pretty! Once you have established a relationship with a customer that is based upon you folding like a taco - you will find it very difficult to increase your rates in the future. So stick with your guns, infer in yourself and what your reciprocal trade brings to the table! Copyright© 2005
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