OnDemand WTP Pricing Research

Price Negotiations – Remember Loose Lips Sink Ships | Chris Provines

As an example, buyers may not come out directly and ask, but some buyers may try to find out how the salesperson is paid. Smart buyers know that if the salesperson is paid based on revenue only as opposed to profits, the salesperson may be willing to go lower in price. Using this knowledge, the buyer will try to get the salesperson to be an advocate for lower pricing.

Another simple point of leverage is current sales performance. The salesperson’s current sales performance or company performance is another key piece of information. Buyers know that if the salesperson or their company are behind plan, they will generally be more desperate and willing to be flexible on price.

Read complete article here:

Price Negotiations – Remember Loose Lips Sink Ships.