Negotiating Your Price (Or Not)
I know that I tell you over and over again that you should be prepared for anything when you walk into a sales meeting but today I’m going to take part of that statement back.
When you go on a sales call you should NOT walk in prepared to negotiate on your price. Don’t even consider it before the meeting.
It is, of course, ok to consider it later on if it becomes absolutely necessary to making the sale but here’s the problem. The average salesman, upon deciding in advance to lower his price, will actually do so at some point during the meeting whether he is really pressed to do so or not. He already has the lower price in mind and he thinks it’ll drive the sale. Wrong.
The product you are offering is solid and valuable. Why do you need to discount it? No reason? I didn’t think so.
Besides, if you discount your products every time you make a sale you will end up taking away from your own commissions. Surprised by that? Don’t be. Did you really think your employer would want to give the discount out of his portion of the profit?
Negotiation is a great tool – when it’s appropriate. Be prepared to negotiate on other points (services, accomodations, etc) but don’t make a decreased price part of your thought process. Doing so will only hurt your bottom line.
Sean
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