This Quick tip is focused on the use of 'contrast' in your price conversations and negotiations.

Don't forget how to get in touch in you need further help and support;

andrew@pricewithoutfear.com

www.pricewithoutfear.com

+44 (0)7808095825

This Quick tip is focused on understanding why your 'walk away point' in your price negotiations is so important.

Don't forget how to get in touch in you need further help and support;

andrew@pricewithoutfear.com

www.pricewithoutfear.com

+44 (0)7808095825

This Quick tip is focused on the use of a classic phrase in your price negotiations.

Don't forget how to get in touch in you need further help and support;

andrew@pricewithoutfear.com

www.pricewithoutfear.com

+44 (0)7808095825

This Quick tip is focused on the use of practice to develop your price conversations and negotiations.

Don't forget how to get in touch in you need further help and support;

andrew@pricewithoutfear.com

www.pricewithoutfear.com

+44 (0)7808095825

This Quick tip is focused on the use of Open Questions in your price conversations and negotiations.

Don't forget how to get in touch in you need further help and support;

andrew@pricewithoutfear.com

www.pricewithoutfear.com

+44 (0)7808095825

This Quick tip is focused on the use of Silence and Pauses in your price conversations and negotiations.

Don't forget how to get in touch in you need further help and support;

andrew@pricewithoutfear.com

www.pricewithoutfear.com

+44 (0)7808095825

Pre-discounting is where you lower the price of your product/service before presenting it to the customer because you feel it won't be acceptable to them.

Of course this means lower prices, margins and profits based on an ASSUMPTION the customer will react adversely to your price proposal.

We know in most cases price is just one, and very rarely THE, buying criteria for people, so customers may not be worried about price. Indeed if we have done our job well in the value conversation then based on the value and outcomes we'll deliver for our customer, they will be willing and happy to pay our price.

So why reduce it before we have even spoken to them?

Don't - work out your value based prices, present these to the customers, then justify value and get the prices you deserve.

We don't like talking about money, we don't like to discuss how good we are, we don't like conflict or disagreements -this can make our value and price conversations and negotiations difficult to navigate.

We want a smooth journey from customer conversations to pricing proposals to winning the deal, not challenges.

For this reason we find these types of conversations emotional - what if I lose the deal, what if the customer doesn't like the price, what if I miss my targets.

And this can lead to margin destructive behaviour, we try to avoid the discussion which often leads to a lack of value communication and discounting - which of courses reduces prices, margins and profit.

So what can we do to avoid this and manage our emotions better?