4 Sales Tactics to Avoid Price Negotiations

Are you constantly asked to reduce your prices? Does every prospect look to negotiate rates with you? Most sales people typically respond with a very definitive yes! What sales tactics are you using to not invite the prospect to attempt to negotiate your price down?
We all face this! Consumers and buyers have been trained to ask for a lower price, no matter what the situation is. Think about it. Would you walk into a dealership to purchase a car and even consider paying the price listed on the windshield? I highly doubt it. Don’t be surprised when your prospects attempt to negotiate a lower rate - be prepared for it. You can be prepared by changing the way you handle it - by implementing effective sales tactics to get the buyer to purchase at the highest rate possible. You do not have to succumb to the buyer and always lower your rates if you utilize the following sales tactics.

How Do you Sell Rates?
How you tell your prospect the price of your product or service can invite price negotiation. For example, if you add descriptive words like “the suggested price is”, “the quoted price is” or “the usual price is” you are doing nothing more than telling your prospect that there is more than one price for the same product. Not only will he ask for a better price, he will negotiate hard to receive it because you told him it exists!
Does Money Make You Uneasy?
You must be comfortable saying your price. If you get nervous right before you tell your prospect the price, or if you say something like “and now for the hard part” or “it’s a good thing you are sitting down”, you are telling the prospect that you also think the price for your product is too high.
Don’t Get Wordy - Cut Out the Fluff
Do not use any descriptive words when telling your prospect the price. Simply state “the price is” like you would state that the sun rises in the east every morning. This informs the customer that the price will not be changed and that this is what other customers have paid. Rehearse saying the price of your product beforehand so that you are completely comfortable saying it. The more you rehearse, the more your prospect will accept your price statement as fact, as opposed to something which can be negotiated.
Your Offering is Valuable!
When asked to lower your price, don’t undercut what you bring to the table. Justify your value and simply say no! Right now you are thinking, “But my prospects always tell me they can get the same product from my competitor at a lower price!” If this were really true, the prospect would not take the time to negotiate a better price with you. He would have already bought the product from your competitor!
Be it because of your service, delivery, or a specific product feature, the prospect sees you as different, and he wants to buy from you. He is just negotiating because he has been trained to do so. Everyone wants the cheapest price, but the cheapest price for what they want. If you truly have the product the prospect wants, you don’t have to lower your price. You can just say no!


by Susan A. Enns
http://www.invokeselling.com/