Wow! You are 25 percent higher than your competitor

[rifat28dddd]

When you have achieved leverage, your client has been transformed into an advocate. They provide testimonials, references, and case studies powerful enough to attract other prospects to you without you asking them to do it. In this way, they become your secret sales force.The #1 Trade Secret Of Pro Buyers
After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution.

Proud of your accomplishment, you present the proposal to your prospect. Skipping the “About Your Company” and “Your Solution” sections, she flips right to the pricing page and says, “Oh my gosh, I didn’t think it would be this expensive!”

What happens next determines whether or not you croatia telegram data will win the deal at the prices you want. There is a trade secret in the purchasing world. I call it “The Flinch Test.” This is the test procurement agents and other professional buyers give to salespeople when they present pricing.

These buying pros are trained to react with surprise, in an effort to see if the salesperson is confident in the price they have put forward. It is nothing more than a negotiation tactic. Salespeople are evaluated based on sales metrics.

Procurement agents are measured against purchasing metrics. Performance against those metrics can affect their salaries and bonuses. They have an obligation to ask you for a lower price as they are acting in the best interests of their employer.

That doesn’t mean you need to give it to them, but they have to ask, so be prepared.

Some sales responses that guarantee you will fail “The Flinch Test” include:
“What price were you looking for?”
“I’ll ask my manager if we can do better.”
“How about if I take 10 percent off?”
Budging On Price Doesn’t Build Trust— It Breaks Trust
These are failed responses because they create trust issues with the prospect. Were you trying to “rip them off” with the price you presented? One of two things is true. Either you were trying to take advantage of them, or you believe you provided a fair price. What other option is there?