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Negotiations - how to sell without paying out of your own pocket?
Trade negotiations are an art. And negotiations with Polish clients are… an art of survival. Every entrepreneur he knows that before Client he'll take out his wallet, go through three stages of bargaining, five excuses and at least ten attempts to "squeeze a discount". How to defend yourself so that at the end of the day you don't sell below costs and still add your own? Here are proven methods!
"What kind of discount can I get?" - the client checks whether you have a heart for business or the soul of a philanthropist.
Always, absolutely Always, no matter what you sell, this sacramental question will be asked:
“What discount can I get?”
The answers to this question are different. You can say none. But that won't work, because then you'll hear:
"Oh, you know, you can always come to an understanding" (read: lower the price or I won't buy anything).
Smart negotiators answer with a question:
"What would you like?"
At this point it happens nerve test. If a customer says "10%" and you give them 5%, they will be unhappy. If they say "20%" and you give them 10%, they will also be unhappy. If they say "50%", throw them out of the store immediately.
Defense method? Surprise counterattack.
"Discount? Of course! We can raise the price by 10% and then give you a 10% discount."
Or classic:
"The discount is already included in the price! This is a special offer for premium customers."
"We will buy a lot, but we will take one piece for testing"
This is one of the oldest negotiation tricks – the customer buys one art, but his voice is filled with the promise of the deal of the century.
"We'll take one for a test run, and if it works, we'll order 500 pieces!"
Sounds great? Of course! Just like the stories about goldfish granting wishes.
The golden rule is: until the customer buys a second copy, his story is like a movie trailer – it promises something big, but you don’t know if it will happen.
How to protect yourself?
“Of course, but with larger orders the price goes up because it is an exclusive product.” (because luxury costs money!)
"That's great! For orders of at least 10 pieces we can talk about a special offer." (read: buy more first, then we'll worry.)
It works like a magic wand – suddenly 95% customers "must think about it" and never come back. But that's good! Because this way you save time and don't wait for a miracle that will never happen.
"You know, I would take it, but I have to think about it"
Or in other words: "I'll never buy it, but let me pester you a little longer".
The typical “wondering” customer comes in many forms:
- “I have to ask my wife.” (even though he decides anyway).
- “I need to see what the competition looks like.” (read: I'll go there and buy it anyway, but I wanted to see if I could haggle you down to zero).
- "I'll be the one to respond." (he will never speak up, but he doesn't want to admit it).
How to defend yourself?
“I understand, but this offer is only good for today.” (forces you to make a decision on the spot!)
“I can set aside the product for you, but I need a deposit.” (almost no one will pay it, so at least you save time!)
"No problem! When you decide, please call... if it's still available!" (you create a sense of urgency.)
Negotiations – how to avoid getting caught in the negotiation trap?
Don't be afraid to say "no" – the customer is not your boss, and selling below cost is not a business, but a charitable cause.
Don't believe promises of large orders in the future – until someone pays, it's just a fairy tale.
Don't be afraid to raise prices instead of lowering them – sometimes a higher price makes the product seem more exclusive.
Don't let the client "think things over" forever – apply light pressure, but with class.
And if, despite this, the client still tries to “choke” you, there’s always the old method:
"I have to think about whether to sell this to you."
Good luck with your negotiations!
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[…] let’s face it – some customers will always complain about prices. But before you start making excuses and lowering your price, […]