Tags |
|
|
Links |
|
|
Casual Articles - A Simple Sales Strategy: What To Say When Asked For A Discount
There are many things which most people still do not understand about marketing on the internet. And, as the internet continues to evolve, the successful web sites will change to meet the new criteria. Those that seek new information on a constant basis will be successful and those that do not will fall away.However, there are three basic concepts that all good websites must adhere to if they are to thrive in this rapidly changing environment. It may not always be like this but at least it is for the foreseeable fut
Just suppose now that instead of giving the discount you ask them, "Why do you want a discount?" The response will help you understand what is behind the request. Then, depending on how they respond, you could use one of two approaches.
Approach
As an owner of an independent record label, I often get asked how to put together a great press kit. I have found that young musicians understand their music, but are often intimidated by the marketing end of the business. In this article I will help you figure out how to position yourself, whether you are a Latin female vocalist building her base, or an upstart garage band just looking for a break.What is a Press Kit:First of all, there is nothing magical about the term “press kit”. All we are talking ab
First, giving discounts in the right way may well be the most appropriate thing to do. Conversely, giving a discount in the wrong way can not only lose you a sale but could lose you all possible future sales from a potential client. Read on to see what I mean.
Just suppose you say "yes" and immediately give a discount. What do you think this potential client now thinks?:
* You seem desperate for the sale.
* I wonder how far you will lower your price. Mmmm, maybe I should ask for an even bigger discount than I originally planned.
* The price you originally offered was not the real price. Are you trying to trick me? Can I really trust you?
* You don't set a very high value on your own services if you are prepared to discount so quickly.
* You agree your price is too high. This is a problem.
* Next time I come to buy anything from you, I will ask for a discount again.
The problem with just giving a discount by itself is that you have given something away and have asked for absolutely nothing in return. You've just created a win/lose situation. The potential client has "won" a discount amount and you have "lost" it. Also, just because you've agreed to a discount doesn't mean you'll get the sale, in fact, quite the opposite. You may have damaged your credibility to the extent this person no longer trusts you or wants to do business with you.
Just suppose now that instead of giving the discount you ask them, "Why do you want a discount?" The response will help you understand what is behind the request. Then, depending on how they respond, you could use one of two approaches.
Approach
Most successful employers have similar traits when it comes to being driven to succeed. They are perfectionist to the point of almost being obsessive compulsive; happen to be extremely motivated, and stubborn to a fault, and at times extremely difficult to deal with. Nothing gets in their way; they do not dwell on problems, but seek solutions. Their vision is to do whatever it takes to get from point A to Point B while avoiding as many bumps on the road as possible. To accomplish what they have set out to do has been carefull
Just suppose you say "yes" and immediately give a discount. What do you think this potential client now thinks?:
* You seem desperate for the sale.
* I wonder how far you will lower your price. Mmmm, maybe I should ask for an even bigger discount than I originally planned.
* The price you originally offered was not the real price. Are you trying to trick me? Can I really trust you?
* You don't set a very high value on your own services if you are prepared to discount so quickly.
* You agree your price is too high. This is a problem.
* Next time I come to buy anything from you, I will ask for a discount again.
The problem with just giving a discount by itself is that you have given something away and have asked for absolutely nothing in return. You've just created a win/lose situation. The potential client has "won" a discount amount and you have "lost" it. Also, just because you've agreed to a discount doesn't mean you'll get the sale, in fact, quite the opposite. You may have damaged your credibility to the extent this person no longer trusts you or wants to do business with you.
Just suppose now that instead of giving the discount you ask them, "Why do you want a discount?" The response will help you understand what is behind the request. Then, depending on how they respond, you could use one of two approaches.
Approach
A fresh approach to club attireJennifer Glaspie launched Chicago-based Aphira golfware to create apparel for the social golfer who wants to stand out on the green, not fit into the club.by Carolyn SchwaarWhen novice golfer Jennifer Glaspie was kicked off the green at a Florida golf club for wearing a sleeveless, collarless sweater, she didn't know then that women's golf apparel would become her life's passion.From the runway to the fairwayIn 2000, Glaspie, a successful corporate business con
* The price you originally offered was not the real price. Are you trying to trick me? Can I really trust you?
* You don't set a very high value on your own services if you are prepared to discount so quickly.
* You agree your price is too high. This is a problem.
* Next time I come to buy anything from you, I will ask for a discount again.
The problem with just giving a discount by itself is that you have given something away and have asked for absolutely nothing in return. You've just created a win/lose situation. The potential client has "won" a discount amount and you have "lost" it. Also, just because you've agreed to a discount doesn't mean you'll get the sale, in fact, quite the opposite. You may have damaged your credibility to the extent this person no longer trusts you or wants to do business with you.
Just suppose now that instead of giving the discount you ask them, "Why do you want a discount?" The response will help you understand what is behind the request. Then, depending on how they respond, you could use one of two approaches.
Approach
When customers buy your product or service, what exactly are they buying? Are they buying the features that you offer, or are they buying something else, something you may never have mentioned in any of your marketing and advertising material?The most effective advertisements often never mention features. The Apple iPod has become one of the most ubiquitous products on the market today; it has numerous competitors, many of whom constantly promote their features, not to mention their cheaper price, yet the iPod dominate
The problem with just giving a discount by itself is that you have given something away and have asked for absolutely nothing in return. You've just created a win/lose situation. The potential client has "won" a discount amount and you have "lost" it. Also, just because you've agreed to a discount doesn't mean you'll get the sale, in fact, quite the opposite. You may have damaged your credibility to the extent this person no longer trusts you or wants to do business with you.
Just suppose now that instead of giving the discount you ask them, "Why do you want a discount?" The response will help you understand what is behind the request. Then, depending on how they respond, you could use one of two approaches.
Approach
Today, I made a special trip to an art supply store, one at which I have a “membership,” enabling me to get 10% off its prices, everyday.After wading through a sea of traffic, I found a parking space, entered the store, and quickly picked up two canvasses.I asked the clerk, “Are these on sale?”“Yes,” she replied.“ You can get up to 70% off, depending on how many you buy.”Cool, “How much do you save with two?”“Fifty-percent.”Not bad, I thought, and I systematically went down the store’
Just suppose now that instead of giving the discount you ask them, "Why do you want a discount?" The response will help you understand what is behind the request. Then, depending on how they respond, you could use one of two approaches.
Approach One
This approach is useful if money really is an issue. Instead of giving a discount, you lower the price by taking out something of value. This is a win/win choice. They get the lower price and you still maintain your price for a certain value bundle. You could say, for example, "If price is more of an issue for you, then I suggest that we take out X product/service." (Suggest taking something out of high-perceived value). The person needs to see that in order to get the discount they have to give up some of the value from your offer. Alternatively you could ask them for suggestions for what they'd like to take out. Or maybe offer a couple of suggestions. Your potential clients need to understand that there is a price for reducing the price!
Approach Two
You agree to give a discount provided they give you something in return. In exchange for a discount you ask them to give you something which is important or of value to you. That's another win/win choice. For example, suppose you offer consulting at $200 an hour, and someone asks for a discount. You could say, "I am prepared to reduce my rate from $200 to $180 an hour if you agree to an initial 100 hours of consulting." The client will receive the discount and you have received a commitment for 100 hours. Another example is giving a discount based on the client buying from you by a certain date, which is an important date for you (e.g. tax year end). The important thing is to ensure that whatever you do, it is a win/win situation and that the person is per
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/37709/casualarticles-A-Simple-Sales-Strategy--What-To-Say-When-Asked-For-A-Discount.html">A Simple Sales Strategy: What To Say When Asked For A Discount</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/37709/casualarticles-A-Simple-Sales-Strategy--What-To-Say-When-Asked-For-A-Discount.html]A Simple Sales Strategy: What To Say When Asked For A Discount[/url]
Related Articles:
What We Shop for: Customer Service
Direct Mail Invitations: Eleven Ways to Boost Response To Your B2B Campaign
What Law Firms are Looking for in a Resume
Bookmark it:
|