5 Strategies For Passing
Posted: Wed Jan 29, 2025 5:11 am
Some salespeople say that they were expecting a negotiation. That’s a fair point; however, it is a terrible negotiation strategy to give the appearance that you will drop your price the moment someone balks. That approach gives the impression that you sought to gouge them.
Good luck having a healthy relationship with a client after that.
What Middle Ground Really Means
Most negotiations end at the middle ground. They wanted five; you wanted ten and settled at seven point five. That seems logical. However, if you immediately lower your price, the middle ground becomes lower.
In the same scenario, if you dropped to eight right off the bat, the bolivia telegram data middle becomes six point five. As I mentioned, you have to manage the negotiation such that the middle is not lower than the level at which you want to win the deal.
Successful salespeople have a planned response for “The Flinch Test.” They don’t expect a prospect to respond with excitement about the proposed price. They anticipate shock and have methods to handle it. Here are their five secrets.
Set expectations upfront.
Early in the process, they set the expectation that they are not the low-price provider. “To be clear, our company is rarely the low bid. Does that mean that we won’t be working together on this project?” If they say no, you are set for the later phases of the process. If they say yes, you can ask about the impact ROI and TCO have on their decision-making. And if that doesn’t matter to them either, you know not to invest an excessive amount of time on an account that you won’t win at the prices you want. If you are going to lose, lose early.
Don’t flinch!
They say, “I’m not surprised by your reaction. I hear that a lot. As I mentioned at the outset, we are rarely the low bidder. Should we walk through the proposal again to make sure you are comparing apples to apples?” This is the opportunity to remind them of your differentiators and the meaningful value your solution provides.
Good luck having a healthy relationship with a client after that.
What Middle Ground Really Means
Most negotiations end at the middle ground. They wanted five; you wanted ten and settled at seven point five. That seems logical. However, if you immediately lower your price, the middle ground becomes lower.
In the same scenario, if you dropped to eight right off the bat, the bolivia telegram data middle becomes six point five. As I mentioned, you have to manage the negotiation such that the middle is not lower than the level at which you want to win the deal.
Successful salespeople have a planned response for “The Flinch Test.” They don’t expect a prospect to respond with excitement about the proposed price. They anticipate shock and have methods to handle it. Here are their five secrets.
Set expectations upfront.
Early in the process, they set the expectation that they are not the low-price provider. “To be clear, our company is rarely the low bid. Does that mean that we won’t be working together on this project?” If they say no, you are set for the later phases of the process. If they say yes, you can ask about the impact ROI and TCO have on their decision-making. And if that doesn’t matter to them either, you know not to invest an excessive amount of time on an account that you won’t win at the prices you want. If you are going to lose, lose early.
Don’t flinch!
They say, “I’m not surprised by your reaction. I hear that a lot. As I mentioned at the outset, we are rarely the low bidder. Should we walk through the proposal again to make sure you are comparing apples to apples?” This is the opportunity to remind them of your differentiators and the meaningful value your solution provides.