Are You Holding Yourself Back from Achieving the Best Possible Profits?
There's one thing that prevents many people from making the best deal
That's themselves. They approach negotiations with the wrong mindset.
When I have helped people prepare to negotiate with their clients (or their suppliers) I hear the same sort of thing countless times:
- "I can’t ask them for that!"
- "They are bound to want my lowest price."
- "The competition has probably offered something better."
- "What if they say no?"
People who approach negotiating positively achieve better results
They go in with a can-do attitude. They approach potential roadblocks with solutions and creativity. They are not afraid to push their clients for more. And, because of that, they usually get more.
There's one other reason why they usually get better results.
They achieve more because they have planned how to reach positive outcomes
Successful negotiation lies in the planning. You should have a checklist to work through before every negotiation. It may only take 5 minutes. But it can improve the outcome of your negotiation immeasurably.
Take a few minutes before your next discuss pricing with a customer
Plan what you are going to say to them if they ask for a lower price. Think about what you might offer instead of a lower price. What else is important to your customer?
Remember, many buyers are not just interested in price. It's just that many sales people assume that price is all that matters.
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book "Ten Common Print Selling Errors and What To Do About Them." You’ll also receive my regular "Views from the print buyer" bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."