The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other...

With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals. You'll certainly make the biggest commission this way, but the question begs...

In addition to connecting price to value, to help you justify your pricing there are a few more guidelines to follow when it comes to positioning pricing: don't just send it, consider how you position it. read more Read More...

Just recently, I was doing a presentation for a group of CEOs and key executives in the Northeast. During the period before I began my session, I was meeting a few of the attendees and, like I often do, got into a “confrontational coaching session.” read...

It's an age-old dilemma: salespeople dropping their price at the first sign of resistance, or request for a better price. And the ones who do it, who cave in to price statements and questions, give away pure profit. Usually, needlessly. But perhaps...

We live in an age when many providers of professional services are pressured both by prospective and existing clients to lower their fees. How can you better deal with this challenge? I think pressure from clients is not a problem because if they fail...

You are talking to a customer and after you present your product, service or solution, she asks, "What discount can I get?" or "What can you do about the price?" Think before you speak otherwise this innocent-sounding question will...

In this artcile, Art presents four simple and quick real world selling stories that highlight easy ways to deal with price resistance and responding to a "No." read more Read More...

Even the most sales savvy among us have been there: fighting back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about a price increase never makes for an easy conversation. When discussing a...

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? read more Read More...

Your competition sells good stuff; you sell good stuff. Their service is acceptable; your service is acceptable. Their prices are competitive; your prices are competitive. In other words, the buyer looks at your package and the competitor’s package and...

My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing a "deal" with the store by buying two pairs at once. Of course, he never gets a discount, but...

You’ve been prospecting this company for ages, and finally got your foot in the door. You’re apprehensive because you’re meeting with the purchasing agent — not the big boss, but it’s a start — and you know you’ll get hammered on price! read more Read...

Here’s something that’s not too profound at first glance: “A dollar in cash money or credit that you give away is always a dollar of lost profit.” However, this has enormous implications when you put it in the context of price objections, negotiations...