Here are a few ways you can effectively position this request.

“If I could do that price for you would you be willing to extend length of contract for an additional three months?”

“If I could work that out would you be prepared to give me advertising space?”

“The only way I could give you that is if you add one more line of products.”

“Let’s put that aside for time being. Would you be able to give a similar amount of…in exchange for that concession?”

The key here is to think outside box and explore other options available to you.

I recall speaking to a prospective client about a training workshop and was asked to make a concession that amounted to a fifteen percent discount. I was not comfortable with this so I asked my prospect if he would be willing to give me a comparable amount of his product instead. He did not have authority to make such a decision but spoke to someone who did. My request was eventually denied so my client conceded to my initial offer.

Another effective approach is to make concession but take something away from initial offer. For example, you could say, “I can do that. However, I will have to charge you for…” or “I can do that. Do you want free delivery or after-hours service taken out of contract?”

Most people will expect you to keep all conditions “as is” but they will want lower price. By demonstrating how much concession is worth you can reduce effectiveness of their request.

Finally, another strategy is to always ask for something in return for making a concession even if you don’t need it. I have been surprised how many times I have gotten something extra simply by asking. Plus, it often prevents other person from asking for an additional concession because they know you will ask for something in return.

Remember, your ultimate goal is to give away as little as possible in order to close sale. Every time you discount your product or service you discount yourself and eat away your profits.

© Copyright 2004 Kelley Robertson

After a number of long discussions with Mike. Dave told Mike that in his opinion he had allowed himself to become a victim. A victim of circumstances. Never allow yourself to be a victim especially a victim of circumstances. If you allow yourself to be victim you will always be loser. You must always work to change circumstances. They worked together to change circumstances. Gradually Mike started to believe that perhaps Dave did have passion for company, products and people. Mike in turn started to reach for stars. To find his true potential.

Dave believes passionately, that results are always in detail. The more effort he puts in on one to ones. The more effort he puts into team. The more they talk and work together. The more they believe in each other. The more they get through buzz words and understand passion, what makes each of them really tick. The more they understand how committed everyone is to being successful. The more he knows that they will reach their, monthly, quarterly and annual targets. He leaves no stone unturned. He gives his all to people that work for him..

Dave gives them world, all he asks is that they make effort and have a passion for what they do.

Is that bullying or coaching?

Graham and Julie www.desktop-meditation.com