It could mean, “I don’t like you, get out.”

It could mean, “I am testing you. I have nothing to lose.”

It could mean, “You haven’t shown your value to me.”

It could simply mean, “I’ll get a better price by saying this.”

It could mean, “I am only doing what you as a salesperson have trained me to do.”

Hints when selling around price

Don’t fear your price!  Be confident and not ashamed.

• Know your value
• Know your competition
• Know your customers’ needs

Never start discussing a price quote with phrases such as:

• You better sit down before I quote you my price.
• This is the best I can do.

Don’t open your price up to negotiation with leading phrases:

• You know I want to work with you.
• I’ve been doing business with you a long time.
• I sure don’t want to lose your business.
• I could give you a lower price if…
• Since you are one of our better customers, maybe I can let you have it for this price.

Never invite or challenge your customer to “shop” your price. 

This is what to avoid saying:

• Our price is lower than anybody’s.
• Comparatively speaking, I think we have the best price in the market.
• Our new price is…

Avoid placing yourself in a defeated position on price.  Here are a few examples of what to avoid:

• Just tell me where I need to be.
• What do I have to do to get your business?
• Am I in the ballpark?
• Of course I could give you an even better price if…

When A Buyer Says…

“I don’t care about service, delivery or quality.  Price is all that is important.”  Response: “Okay then we’ll provide you poor service and quality products.”  This will put them in a position that forces them to admit their statement is false — they do care.  This will allow you to reinforce your value.

“My guys sell what the customers want.  They don’t see the difference.”   This is a great opportunity to meet and sell the salespeople.  Ask if you can talk to his people.  This is a great “pull through” opportunity.  Once you sell the sales reps — price becomes a lot less of an issue.

“We are reducing down to only two suppliers.  If you want to be one of them, you’ll need to get right!”  In this situation, never cut your price without the commitment of what will be gained.  At this stage a price quote without the commitment will only be used to leverage the other participants.  Response: List your competitive advantages; assure the buyer that you will be competitive and that if he’ll make the commitment now — on the spot — you’ll close the deal.  Put the heat back on them!

“I need an incentive to cut off a long-term vendor.  You must be lower if you want me to do so!”  Response: Only commit to being competitive.  If they didn’t have a need they would never consider a change.

What’s marketing looking for?

What does the marketing team look at when making a price decision?

• Will the price requested set a new market low?
• Will we be profitable with all the program added in?
• Does it add or cut back ends?
• Do we carry a price premium over our competition?
• Can we reduce the “let’s make a deal” nature of our business?
• Are we acting as industry leaders?

Make sure that the customer has truly earned and justified the price they need.  Make sure you are comparing apples to apples — there are many elements of price — get your facts straight. 

Once price is relinquished make sure you have gained something for the value you provided.  Finally, communicate thoroughly, professionally and always be reinforcing your value.

For other Channel Instincts posts on pricing, see Is pricing making you go bananas? or Are you pricing for volume or profit?