The Oldest Negotiation Tactic in the Book
My client met with a prospect who was interested in consulting services to help streamline product development cycles. During the visit, the President said, “we could really use your help, but we don’t have a budget for this, give us your best pricing and we’ll see what we can do.” Not having budget and not having resources to pay for services are two different things. Listen closely to your prospects and customers, but don’t let negotiation tactics get you down. When it’s time to present your proposal, make sure you share with your prospect you listened and understood his/her concerns about expenses. Point out specifically how you’ve taken his/her comments into consideration into your proposal to make sure you can meet the confirmed needs and budget requirements.
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Categories: Negotiation, Prospecting, Sales Skills, Sales Stories, Trust and Credibility
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