You're facing a tough pricing negotiation with a client. How can you hold your ground and secure a fair deal?

Understanding the value of our product is my guiding principle, much like holding a winning hand in a poker game I dive deep into the real world problems we solve, moving beyond just listing features. My team and I craft compelling narratives that highlight the true innovation, quality, and service behind our offering. This clarity allows me to communicate confidently, showcasing why our pricing reflects our commitment to excellence. By embracing our value proposition, we empower ourselves to negotiate with strength and authenticity. In this dynamic landscape, I'm excited to demonstrate how we stand apart, focused on delivering true value to our clients

I think this can be challenging especially for newer sales people. Price is always an aspect of a purchase but it doesnt have to be the only aspect. Remember - we are all selling something. When they get your product, they get YOU! How is your service a standout? What can you do to be different and offer value? Can you pull in a service proposition for day 2? I was a seating rep for quite a few years and I learned how to do ergonomic assessments. When I moved to selling a full commercial furniture line, I still offered ergonomoic assessments as a service to corporations as a Day 2 opportunity. OFFER VALUE above and beyond and you will see customers become very loyal and DO what you say you are going to do! Follow through!

With clients especially when it comes to pricing you need to be. All and let them voice their concerns them after if the the item was wrongly priced you tell your client in a very calm way that the item was wrongly priced and we reserve the right of selling the item but how ever depending on the price of the item we can give a client a discount ,that way to solve the situation calmly remember at the end of the day the price the client sees it’s the one they pay

Vendre au juste prix. Un prix à la hauteur de votre apport, est non négociable. Soyez ferme la dessus. Démontrez à votre client avec des vraies données l'importance du problème que votre solution aide à résoudre. Adoptez une communication claire et courtoise. Il est important de faire preuve de transparence et de bienveillance. De part mon expérience avec cette approche mes clients finissent par adhérer à un accord équitable où nous sortons tous gagnants.

This can be tough. The knowledge of when to walk away can be challenging for anyone. However, if the deal is no longer beneficial to you or your company, then you have to draw the line. I remember negotiating a national contract and the negotiator kept pushing and I finally told her that the number in front of her was it. Couldnt do anymore. This was a HUGE contract but I had to draw the line. For months, we had been back and forth. When I drew the line, she called the next morning and signed the contract. Now, this doesnt always happen but sometimes you just have to stand your ground and this was the right move.

Before diving into negotiations, I make it a priority to set clear boundaries. Establishing my walk-away point is crucial,it’s the price below which the deal no longer makes sense for me. This approach has become my secret weapon in negotiations I enter negotiations with unwavering confidence. My team and I clearly understand our limits, allowing for focused discussions. Defending my threshold prevents hasty concessions that could jeopardize our success. I remind myself that it’s okay to say no; understanding my worth fosters respect in the negotiation process. By sticking to my guns, I ensure that every deal we pursue aligns with our goals, paving the way for sustainable growth and success.

Clear communication is at the heart of my negotiation strategy I actively listen to my clients, diving deep into their concerns and objectives to truly understand their needs. My team and I tailor our responses, highlighting aspects of our offerings that resonate most, creating a customized approach. By keeping lines of communication open, we cultivate a collaborative atmosphere, working together towards solutions that benefit both parties. For me, negotiation isn’t about winning a battle; it’s about building lasting relationships. I’m proud of the partnerships I’ve forged through this commitment to clear communication. It's a game changer in every negotiation.

Listening can sometimes be a salesperson's worst skill and it should be one of their best. I was not feeling well one day due to a previous day of food poisoning but I had to be in front of a client the next day. I was not up to my usual gab, and it was one of the best appointments I ever had because I literally just listened. I learned SO much by keeping my mouth closed. Another bit of advice- a well-crafted, follow up email outlining what you learned and then next step details for each role can help you move the needle forward without being pushy.