Mike Schultz of Wellesley Hills Group, a leading provider of sales and marketing strategy services for professional services firms, provides some good advice on how to handle clients when price haggling occurs. Read his article here.
I’m surprised at how many salespeople don’t have at least 1/2 a dozen good responses ready to go automatically for when these situations occur. This is the difference between selling at high gross margins or selling at margins barely high enough to keep food on the table.
One of the best books on the subject is:
It gives great advice on everything surrounding the psychology of the price/value relationships and how to make sure your business is getting the highest margins for your product or service offerings.
MRC
