if you are not 100% sold on this, then why would we talk about pricing? How is that going to help you?' What can we do to make you getting our product or service as easy as possible?'īut if it turns out that the prospect is not ready to buy today, follow up with this question: Say, 'Sounds like you are ready to discuss getting started with us.

A sales rep's job during negotiation is to make the buying process easy. If the prospect confirms that they're ready to sign, proceed to the negotiation stage. 'Before we talk about pricing options I want to be sure you are choosing us over XYZ competitors.'Have you made a decision that X is your choice?'.'So are we at a place where you are ready to start using this product?'.'Why do you want to talk about price right now?' (This might sound obvious, but it will get the buyer to reveal where they are in their decision making process.).If the buyer does not yet fully recognize the value in the product or acknowledge that it would meet their needs, circle back to a value discussion.Īnd determining whether or not they're ready to pull the trigger today isn't all that hard. Nine times out of 10, when a buyer first asks the 'best pricing' question, one or more of these three conditions has not been met. The buyer is 100% ready to pull the trigger and make a purchase.I have established that the buyer believes the product will address the problems we've discussed together.I have established that the buyer sees the potential value in my product.I never negotiate price unless I'm confident in the following: Where reps run into trouble is rushing to give the 'best' price before the prospect fully understands the value of what you sell. Being clear about the list price of your product or service, and transparently talking about price early and often in the sales process helps you and your buyer get on the same page. Second, 'best' price means a lot of different things to a lot of different people. This will make you much more comfortable and confident standing behind the price tag, even when your buyer is balking. But this is a mistake.įirst of all, reps should take the time to learn why the product or service is priced the way it is. However, most reps don't take the time to understand these mechanics. Most will jump to a discount conversation simply to get the deal inked - offering what they think is the 'best' price they can do.

There are countless considerations that go into a product or service's price structure. I get a really bad feeling in my stomach when a buyer I've just started talking with sends me an email that says, 'Give me your best price, Ali.' Here we go.

Isoar best price