From the course: How to Sell on Value, Not Price
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Adding value in negotiations
From the course: How to Sell on Value, Not Price
Adding value in negotiations
- Before we finish, there's one final thing to consider when adding value to our customers and not selling on price. And this is really good to do when your customer is pushing you on price. Now, the tempting route to take when someone is saying your product is too expensive is to compromise to either drop your price or take elements away in order to bring the price down. Less value, less cost, it's simple. But that's a downward spiral. Firstly, even if your margins are still remaining the same, you're still compromising on price. It will become something that they expect in future and they won't feel like they're getting as much value from you. So if you sell a quality product, you should never compromise on price. Try walking into Apple, Rolex, BMV, or any of those premium brands and ask for money off. They'll all say no, and so should you. So if there really is no agreement to be found on the current price and solution,…
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