By Ago Cluytens via Iris.xyz
When it comes to price negotiation techniques, the number one question I get asked most often is: “Why do I hear I’m too expensive so often?”.
More often than not, when I dig deeper, I find that the buyer is pushing back because the seller has failed to put in place three basic foundational elements to support their pricing. Price negotiation techniques are about more than simply pushing back when the buyer says “too expensive”. They’re about establishing a basic framework and rationale for your pricing well before you ever quote an actual number to your potential buyer.
In order to set yourself up for success, there are three basic things you need to do prior to ever uttering a number and/or provide a sales quote.
Price Negotiation Techniques: Don’t Fall In The “Too Expensive” Trap.
1. Establish value.
Unless you clearly establish the value of what you’re selling in both rational and emotional terms, your buyer will invariably see their investment as “too expensive”. Simply put, unless your buyer sees exactly why they need what you’re selling and why it matters to them, any price you quote will be seen as too high. Because, if you think about it, how much would you really pay for something you don’t need?
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