Don’t Get Caught in a Vise

By Kelley Robertson ( The Robertson Training Group – Fearless Selling Blog)

“You’ll have to do better than that.”

Ever hear those words from a prospect after you quoted a price or submitted a proposal? Smart business people know that these words can yield great results because they often strike fear into a sales person’s mind.

But here’s the thing…

It’s just a negotiating tactic.

imagesThe vise is a subtle—okay, maybe not quite so subtle—way of getting someone to improve their price, offer a discount or make some other type of concession. And, it’s effective because many sales people automatically go back to the drawing board to recalculate their numbers, returning with a better price, more options or other concessions.

However, there is a more effective way to respond to this tactic and it sounds like this…

“Exactly how much better do I have to do?”

The main reason you ask this is to avoid negotiating with yourself which, by the way, is a very common occurrence.

There are two key things to keep in mind when using this response. The word “exactly” and the discipline to repeat this question several times. Here’s why.

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