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Sales Training Tip #285: Sales Negotiation Pitfall

Don’t go into a negotiation planning to cut your price. If you walk into one having thought about the amount you are willing to discount, you’ll be much more likely to wind up offering it than if you if you had not allowed it to enter into your negotiating strategy.

It seems like everyone is expecting some sort of a discount. I hear it repeatedly from salespeople and the majority of them have now allowed it to become part of their thought process. Look at discounting your price like having to kiss your sister when you were a little kid. Disgusting! The amount you discount is going to be in direct proportion to your level of confidence. The less you allow yourself to think about it, the less you will be inclined to do so. Does it help to consider that when you discount your price, you’re actually giving away YOUR profit? Disgusting!

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