| So you want to make an amazing deal? Negotiate a nutty rate? Purchase with the perfect price? Well the key is down to just one thing. Asking. We don’t ask enough! | |
Once we are in a sales process we often get so far along that by the time the price is presented, its often a done deal – great if you are seller, but not so much if you are a buyer!
So what do we need to say?
Well my favourite thing to do is to start by asking if there is any movement on the price. And then – watch carefully! You need to watch the sellers face to see what kind of a response you are getting – or if you are on the phone listen for the tone of the response. What is it telling you?
If there is any indication that there might be – you need to ask the next brilliant question
So what do we need to say?
Well my favourite thing to do is to start by asking if there is any movement on the price. And then – watch carefully! You need to watch the sellers face to see what kind of a response you are getting – or if you are on the phone listen for the tone of the response. What is it telling you?
If there is any indication that there might be – you need to ask the next brilliant question
‘So where do you see us ending up with price?’
Essentially you have pushed the ball back into their court about where the price can get to – this is a great way of keeping your cards close to your chest as well! Sometimes they will come up with a figure you wouldn’t have thought to have asked for – and it might be lower than you expect!
Another key point is to give yourself time to think – be careful not to get swept up in the moment and agree to something you aren’t sure off – you can always ask for some time to think about it.
If you are making a counter-offer it’s a great idea to explain why as well – so emphasis, you really like the product / service, you can see the benefit, based on the quantity / payment terms / exposure for the seller etc etc – that you the buyer offer to them, what do they feel would be the best price they could offer? Remember – sometimes intangibles can offer real value to a seller as well – look at the property market where a lower offer will sometimes be accepted based upon the buyers position.
Another key point is to give yourself time to think – be careful not to get swept up in the moment and agree to something you aren’t sure off – you can always ask for some time to think about it.
If you are making a counter-offer it’s a great idea to explain why as well – so emphasis, you really like the product / service, you can see the benefit, based on the quantity / payment terms / exposure for the seller etc etc – that you the buyer offer to them, what do they feel would be the best price they could offer? Remember – sometimes intangibles can offer real value to a seller as well – look at the property market where a lower offer will sometimes be accepted based upon the buyers position.
The key to any negotiation – is to start one, and you need to do that by asking the question!
So don’t be afraid – ask for a deal today!
