It’s happens to every business owner.  A customer wants your product or service, but when you state the price, they want to negotiate a lower price. Even if it’s a fair price, customers will still try to get a lower one.www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

• What should you do?

• Should you even engage in a price negotiation?

• Should you lower your price?

• Should you walk away from the deal?

www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

The unfortunate truth is customers have learned from experience that if they ask for a lower price, they will most likely get it. They’ve also learned that there is no harm in asking for a lower price. Customers, in particular corporate purchasing people, have developed a long list of tricks to get lower prices.

www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

If you start down the path of negotiating price then all of your discussions with the customer focus exclusively on price.

So what should you do?

www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

Here are some questions you should ask you customer:

“What do you know about our product?”

“How confident are you that we can solve your problem (or fulfill you want)?”

”Are you thinking of our product/service as an expense or as an investment?”

www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

If you don’t understand the value you bring to your customer, you can’t expect the customer to figure it out either. When this becomes the case, the customer can’t differentiate one product from another and so price becomes the only point they focus on.

www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

If your customer wants a lower price, develop options for your product or

service.

If your customer wants a lower price, offer them one of the alternative

options with less features and/or services that meets their price point.

www.cynthiakocialski.com

What To Do When Customers Want A Lower

Price

Share your PASSION and

KNOWLEDGE with world.

Get published on

Start-Up Entrepreneurs’ Blog

www.cynthiakocialski.com