From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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Lose customers on a price

Lose customers on a price

From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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Lose customers on a price

- Salespeople are programmed to chase after every order and to really try to win every order they can. That's the sign of a good salesperson, but I want to say something totally opposite, which is that you must be prepared to walk away if you're not going to get a good price. Now, when you're buying, it's easy, because there's somebody else offering it cheaper so you can walk away and go to them, but with selling, it's not as if somebody else is offering more money and you've got a limited supply. Usually you've got an unlimited supply and you want to get both. You want to get the high price and the low-price job, you want to sell every job, but I still think with selling that it is fine to walk away. Obviously, if you have a limited supply of what you can sell then you're definitely going to walk away if you can sell it to somebody else for more. But I'm thinking that even if you've got an unlimited amount of product or…

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