From the course: Selling with Authenticity
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Negotiating in sales (without feeling icky)
From the course: Selling with Authenticity
Negotiating in sales (without feeling icky)
(jazzy piano music) - In a lot of ways, we, the selling community, have trained buyers badly, because what happens is, they ask for a price concession, and then-- - They get it. - They get it, and so, what do they learn? Ask every single time. - Right, a lot of negotiating problems are traced back to, well it's just too expensive. - Yeah, and so, one of the things that we teach people how to do is to clarify budget earlier in the sales process. Budgets are real, I mean, sometimes people only have a set amount of money. - Budgets are real, but if you're finding out that someone has a set amount of money way late in the sales process, when you're trying to sign contracts, that's a question that needs to come, like, eight steps earlier. - Yeah, and you want to be confident in asking. You don't have to say, "What's your budget?" in the first sales call, but you can say things like, "Have you all talked about what kind "of investment this might be?" Or, "What kind of dollars - Restraints…
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