Some prospects will negotiate out of habit, almost out of obligation to see if they can get a lower price. After all, many vendors have trained them to do this. If you have a history of offering deep discounts at the end of the quarter or presenting your proposal without confidence, especially around price, you are inviting negotiations, even if the prospect would be happy to buy on your terms.

Remember that prices objections are great! If you never get price objections, you’re prices are simply too low. Price objections are buying signals. They represent a great chance to talk about value.

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