“Can You Do Better On the Price?”

“Can you do better on the price?”

You get to the end of the sale and they ask the dreaded question: “Can you do any better on the price?” Your palms get sweaty, and the thought in your head is, “I’m losing this deal.”

If you’re short on time, the answer is, “No, I can’t.” If you have a couple more minutes, this may help you.

1) “Can you do better on the price” is just a question. And a reasonable one. Build value during the sales process and understand that a prospect asking this question does not mean the deal is off. Explain, with confidence, why the value the customer will receive is worth the price you’re asking.

2) Understand why people buy. In most sales, people buy relationship and value. They come to trust the salesperson and see that what they’re being offered will help them. Don’t rush rush the sales process…go through it. Don’t lose patience. Make sure you’ve covered all the bases. Be certain the customer sees the value in what you offer before asking for the sale.

3) Understand that it’s almost never about the price. I’m not saying it’s NEVER about the price, and I’m well aware that some businesses are highly commoditized. But in most cases, it’s that the prospect doesn’t see the value. If it was all about price everyone would be driving a 1983 Honda Accord. You can pick one up for very little money. So why do people buy brand a new Mercedes? The $500 Accord will take you the same places the $110,000 Mercedes will. It’s because some people see more value in buying a new car (luxury or not) than a used one. Get better at asking questions that allow you to fully understand what the prospect’s situation is, and how you can help them improve it, then let them know why choosing to do business with you is a smart decision.

I’m not cheap…I’m good. Most people are looking for the best they can get, at a price they feel is reasonable and that they can afford. Are there instances where people will cut you off at the knees to save a penny? Yes. But that’s not typical.

When I share pricing information it’s not a negotiation. My fee is my fee…period. My feeling is this: If you ask me for a better price and I give it to you, it means that if you didn’t ask for a better price and bought from me, I ripped you off because I could have offered it for less. I suggest you charge exactly what your product or service is worth. And when a prospect asks, “Can you do better on the price?” you answer with, “I appreciate your asking, but if I could have offered you a better price I would have done so from the start. I don’t play games when it comes to pricing…I will always give you my best possible price right from the start, so that you never have to be concerned about whether you’re getting the best deal and the most value you possibly can.”

Be straight with your prospects. Be honest and transparent. If you sell on price, you’ll die on price when someone comes in a few pennies less than you.