Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.
It's not pretty.
The customer may not even be asking for a discount/added value but at slightest sign of hesitation a.k.a silence - salesperson drops price or keeps throwing in extras "to sweeten deal."
This isn't called selling - it is called Folding Like A Taco.
Get Comfortable With Asking For The Investment
This Sales Diva does not believe in CLOSING deal with a customer. I see it as OPENING door instead. I also know that in a relationship (which is what you should have with your customer by way) there is some give and take involved. But you can't be one doing all giving!
So follow these 4 steps:
1. Come in with your best offer right out of gate. Years ago when I sold television advertising with Canada's largest networks - I had a client that always asked for every concession FIRST and then they tried to bounce offer back and forth between competitors.
However I have always had one rule. Integrity.
I will never forget conversation with my customer. When he said other TV station had dropped their price, I asked owner a question. " Roger - what would have happened if I hadn't brought this proposal to you? You would have paid full price that they were asking. In essence - by dropping their price so quickly - they have shown you they were overcharging you in first place. I brought you best offer right out of gate. Our product is like yours - extremely high quality - and I know that you always stick to your word with your customers- just as I do. My offer stands."