SLH SALES TRAINING MORSEL #1

IN A NEGOTIATION, WHOEVER THROWS

THE SECOND (2ND) NUMBER LOSES

When it comes time to discuss Price, the Seller establishes the “ceiling” with the “retail” price of the product. When presented with “your price is too high,” it is essential that the Seller respond with  questions. Consider the Protocol below. The goal is to understand the parameters of the negotiation – and the Buyer needs to set the “floor.”

A warning here. The Seller should never, ever throw the second (2^nd) number. In doing this, the Seller ends up negotiating against himself/herself – a dastardly thing to do! If a Buyer resists providing a number, respond with... “I don’t mind negotiating with you but I can’t negotiate without you!”

Dealing with Price Protocol:

                       What should it be?

                       Why that number?

                       How flexible is that number?

                       How important is price in your decision-making process?

                       Besides PRICE, what else is important to you?

                       If I met your PRICE, what would you do?

Good Selling!

SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System.