How You Know Your Prospect Is a Better Negotiator Than You
“Collin I’ve got this prospect on hold they said they’ll sign up right now if we can do it for $X (lowball offer), what should I do? I don’t want to lose the deal.”
...oh AE’s, so wise yet still so much to learn.
If you find yourself in this position, feeling extreme urgency from the prospect, feeling if you don’t accept their offer right now you’re going to lose the deal...
That means your prospect is a better negotiator than you. They’ve taken control because you let them.
As a seller, you can’t play into this if you want to maintain integrity with your pricing.
Remember 3 things:
1. People don’t offer to buy things they don’t want
2. It’s actually worse for the prospect if they have to go find another solution than it is for you to lose a deal
3. In most cases, the difference between your best offer and their lowball offer is actually not that significant to the buyer
🤯 🤯 🤯
If you remember those 3 things you can maintain the confidence you need to be calm and in control during a pricing discussion.
If you’re running frantic thinking you’re going to lose a deal if you don’t accept their offer right now, you’ve lost control and the buyer has you right where they want you.
Trust me, they’re going to buy anyway, that’s why they’re making an offer.