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Caution—Danger ahead—Techniques for Price Negotiation

In: The Sales Sat Nav for Media Consultants

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  • Ricky McKenna

Abstract

Every service has its price. The price expectations between customer and salesperson may differ considerably. Some customers want to get the maximum concessions out of the offer for themselves. The decision is always made by the salesperson. The more the customer understands the benefit, the less often the price will be the key issue in the sales conversation. But the more often you grant additional discounts, the greater is the negative impact on your set targets. Granting additional services (discounts in kind) is often a much better alternative to a cash discount. Would the customer buy the offer if you did NOT grant the desired discount? Find out in this chapter.

Suggested Citation

  • Ricky McKenna, 2023. "Caution—Danger ahead—Techniques for Price Negotiation," Springer Books, in: The Sales Sat Nav for Media Consultants, chapter 0, pages 135-159, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40734-6_9
    DOI: 10.1007/978-3-658-40734-6_9
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