Not Negotiable - [website] Published: 24th of Oct 2011 by: Miss Knowitall
Salespeople can find themselves in tricky situations when clients try to begin bartering over price, but quite often the salesperson has unknowingly opened this door themselves.
“What?” you might be saying, “I absolutely dread haggling over price with my clients, why would I invite that?” but quite often (not all the time, some prospects will always ask) salespeople lead customers to believe the price they’re quoted is not actually the best price they can get.
When we say things like “The book value of…” or “The normal price is…” or “The regular price of…” we are giving the prospect the idea that there is not a fixed price for the product but rather that they can work it down if they try.
Think of it like this: If you went to a car dealership and the salesman said, “The list price of this vehicle is R20,000,” you would most probably respond with, “And at what price can I have it?”
Choose your words carefully when dealing with issues of price; clients are always looking for the best offer and if you open the door to haggling they are sure to waltz right through.
