September 08, 2016
Don’t Let Important Customers Pressure You into Giving Them a Discount
When
a customer knows that you can’t afford to lose them, they’ll often try
everything in their power to wring out cost savings. But don’t give into
the pressure to give them a discount. Change the tenor of the
conversation by focusing on the value you create for them. Ask which
features or services they’d be willing to give up to get a lower price.
Doing so will move the conversation away from haggling and toward a
productive discussion about what they really value. And don’t get
rattled if your customer goes quiet, stops returning phone calls, and
ignores you. Remember, you are their preferred supplier for a reason,
and there will likely be substantial switching costs if they want to
change vendors. Silence is a powerful negotiation tactic; don’t let it
push you into giving a revenue-destroying discount.
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