This is for salespeople who have authority to discount their price to their customer:
Do you ever get an unreasonable offer from your prospect? Here are three ways to deal with this situation:
1. Congratulate the prospect on his aggressive posture. Then say, "As much as I admire your negotiating ability by asking for such a large discount, your offer is simply not possible. Are you willing to be more reasonable?"
What you want is for the customer to respond affirmatively so that price negotiations can continue. If he says "yes," then you can make a reasonable offer and ask for his business. If your prospect says "no," then you must determine if he's committed to his offer and if so, either accept it (and win the sale) or reject it (and probably lose the sale).
2. Say, "I can get you that price, but we'll have to take some of the product away" (or lower the quantity on the order). Which is more important to you? Paying exactly the price you offered and losing some of the product, or getting what you really want and paying a fair price for it?"
3. Say, "Your offer is a great down payment. How about if we finance the remainder?"
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Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting company. Subscribe to the free Selling to Consumers Sales Tips Newsletter.
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