Negotiation

As a sales person you might have herd this question many times,”What’s your best price”.  Now, to grab the sale quickly some sales people drop their prices and give them good discounts that are wrong because of the following:

(a) Firstly by selling your product & services at lower price you are reducing the profit margin for your company. Image the happiness of you and your manager if you are able to sell the product at price which is more then the MRP price of the product and services.

(b) Secondly, if you quote huge discounts to your clients easily he may think that he can further negotiate from you and then can compare it with your competitors. In this case 99% chances are their to loose the deal as at this time the client will get to stuck on a price which you will not be able to provide and you will loose a very good deal. So you must not give discounts very quickly. Use discounts only when you think they are required & discounts must be given in such a way that their must be enough room for further negotiations.

(c)   For getting deals with good profit ranges a salesmen must do following things:

Ø Maintain eye to eye contact with your clients with a smile on your face. When he asks the best price from you then always quotes 20% extra from the original price. This will show your confidence and will give an impression to your client that you have correctly quoted the price

Ø On Sales Call: If you are talking to your client then talk to him with full confidence as your voice will be representing your personality to him. Your voice must be aggressive and must be showing zeal that you are here to help him and solve his business problems. Your sales talks must be so impressive that the decision maker is bound to listen them.