BE PROUD OF YOUR PRICESPosted: 22nd Feb 2016 by CORPORATE HEADSHOT MIAMI
How To Deal With Hagglers.
When it comes to presenting your prices, be proud of them and be honest.
In today's blog I will demonstrate how to deal with hagglers and explain why discounting will ultimately destroy your sales.
You may have heard phrases like;
'The price is too high'
'Thank you for your quote, however our maximum budget is...$???'
'Could you offer the same services but discount me by...$???'
'If you could do it for...$??? then we have a deal'
When confronted with phrases like these, it's easy to get angry and disengage with your new prospect. However, stay cool and use this opportunity to find out more about why they think your prices need discounting.
Once you find out what is causing your prospect to be so apprehensive, you can deal with their issue quickly and with ease.
If you have researched your market, seen positive sales taken at your business and calculated your margins accurately, then there is no reason to ever offer a discount. This is the point where educating your clients comes into play.
Your prospect will respect you more when you explain that it would be dishonest to sell them services at a lower price, when the person that just left paid you in full.
Stay true to your morals and explain that you have worked hard creating fair pricing for all, and if it's fair, why would you give them a different price?
Another courteous way to deal with hagglers is to explain that you just don't have copious margins to price drop. Negotiate a concession or 'add-on' as a last resort. Provide something that doesn't cost you much but will add value to your prospect. Remember that there is value in building long-term relationships, so start as you mean to go on.
3 THINGS TO REMEMBER:
1. DISCOUNTING AFFECTS YOUR MOTIVATION TO DELIVER
The moment the conversation is focused on price, you lose the passion to care about your prospects needs and requirements. You got into business to provide the best service available, and to be rewarded financially for your efforts.
Be proud of your prices and focus on the value you can offer. Always focus on the value! Position yourself as the expert that they need to work with to make their life better in some way.
2. EDUCATE YOUR CLIENTS
Be confident and your excitement will shine through. When you are passionate about what you are selling, your prospect will listen.
Educate them by informing them of why you are so unique and point out how your business will help them stand out from the crowd. Collect as many testimonials as possible from past clients and show them that what you are selling really works.
3. TRADE A CONCESSION, NOT THE PRICE
If you must trade concessions then offer something that is cheap to you but adds value to your prospect. Don't give away anything, focus on the word 'trade'. Always ask the question - What am I getting in return? Perhaps trade a concession for some new introductions that your prospect can make using their contacts, in any event, find the right trade for you.
My name is Doren Gabriel, thank you for reading this blog post. I am the founder of IMAGE 1ST, DG CORPORATE and CORPORATE HEADSHOT MIAMI. We specialise in corporate and commercial photography.
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