"Is that a firm price?" is a no-win question intended to circumvent the negotiation process. Here is a two-part response: "Based on (reference research or some third party standard) it is a fair price, however value is always decided by the buyer and seller."Testimonial:
"Remember the Nissan negotiation we talked about - it finally paid off with 2 new program/business awards and 1 follow-on award - nomination letters received. Total annual sales revenue is $5MM."
Account Manager Tier I Auto Supplier
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Preparation: key to effective sales negotiation
Sales Negotiation Skills
Maintain Margin and Relationships with our Sales Negotiation Techniques
Sales negotiation knowledge, skills and abilities:
Maintain and grow marketshare is today's mantra. And sales negotiation techniques with various buying types: purchasing specialists, buyers, commodity managers, technical managers, design engineers, release engineers etc. is difficult. They are savvy, educated, and know the tactics and gambits of business negotiation. In fact, some of them have even attended a commerical negotiation course! Their concept of negotiation is to make the product or service a commodity. The supplier negotiating challenge is to differentiate and show the value-added benefits. Effective sales negotiation techniques require preparation, customer insight, creativity, ability to "think on your feet", courage, persistence, and emotional control. Our program is designed for the business to business negotiation environment where long term relationships are important, however we include the "negotiating game" moves, counter moves, and how to counter the counter moves. This negotiating process has been honed for decades in arguably the toughest negotiating environment: automotive industry domestic, foreign OEMs and Tier I & II suppliers.