Stand Your Ground: Two Ways To Not Fold During A Sales Negotiation

So there you are: the classic sales negotiator in the headlights. You’ve got a firm fixed price that you’ve been told to not budge on and yet you know that you’re getting ready to start a negotiation during which the other side is going to be hammering you to lower your price. Sure doesn’t make … Read moreStand Your Ground: Two Ways To Not Fold During A Sales Negotiation

The Total Cost Approach For Dealing With Unmovable Prices

When a seller is standing firm and appears to have no desire to make any concessions to you on the price of the product or service that they are selling, what’s a buyer to do? I don’t care how charismatic you are, you can spend all day talking and still not make any progress on … Read moreThe Total Cost Approach For Dealing With Unmovable Prices

Get Your Armor On! 4 Ways To Defend Your Price During A Sales Negotiation

Much has been written (some of it by me) about what a sales negotiator can do when the other side of the table has set a fixed price and just won’t budge. We’ve come up with all sorts of ways to turn a fixed price into not such a fixed price. This time out, let’s … Read moreGet Your Armor On! 4 Ways To Defend Your Price During A Sales Negotiation

Two Secret Ways To Break Down Firm Prices During A Negotiation

When I was younger, I always liked to read those stories that had a knight in shining armor showing up at just the right time, dueling with the fire-breathing dragon, winning, and then riding off into the sunset with the princess. As I became older, I learned that there are no more knights, that there … Read moreTwo Secret Ways To Break Down Firm Prices During A Negotiation

The Story Of A Firm, Fixed Price (A Fairy Tale)

How many times have you really wanted something only to discover that its price was too high? What did you do then – give up and go away? As sales negotiators we are taught that everything can be negotiated; however, in our personal lives (as well as our professional lives), if we see a price … Read moreThe Story Of A Firm, Fixed Price (A Fairy Tale)