Sooner or later, you will be talking about price.
Despite all of the effort we put into crafting just the solution
the client needs; understanding “what’s keeping them up at night” (which is, by
the way, a terrible question to ask a client); and goals the client is trying
to achieve, someone is going to ask for a price concession.
Why does that always seem to be a surprise?
Anyone who has received urgent emails or calls from colleagues
about the client’s ask for a lower price knows what I am talking about. “How
should we respond?” is usually the question. And we discuss some strategies to
address the issue.
But in the back of my mind I always wonder: why didn’t you
have a plan for this? We all know a request for a price decrease is going to
come.
When was the last time the client told you, “Your price is
too low”?
Planning a successful sales strategy is all about being
ready for the unexpected; it’s a given that we should be ready for the expected.
