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1.) EDITORIAL
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A "Warm" Welcome to All our New Subscribers.

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Please forward this e-zine to all your friends and co-workers who might be interested!

Until Next time,
 
Debbie Solomon
editor of The OnLine Exchange Ezine

 

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2.) HEADLINE ARTICLE
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Focus on a Trade, Not a Discount

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  Smart buyers will always ask for a better price. Unfortunately,
too many sales people and business owners automatically think
that reducing their price is the most effective way to respond to this request.

However, negotiating is not always about price. Although price is a
factor in virtually every sale it is not usually the primary or motivating factor.
Everything you say and do from the first contact with a prospect affects
the value of your product or service in their mind. That’s why I believe it is
important to look at the negotiating process differently in order to achieve better results.

First of all, invest time gathering information about your prospective customer,
his needs, situation, and buying motives. The more information you have the
more prepared you will be to negotiate later in the sales process.
Regardless of what you sell, and to whom, information will help you negotiate
more effectively. Many of my clients tell me that their customers care only about price,
but upon further exploration, other issues usually arise. Uncovering the key issues
your customer is facing is critical to your negotiating success.

The second most important step is to establish the value of your product or service
to your customer. Positioning is an important factor and will affect the price your
customer is willing to pay. What pain does your product or service eliminate?
How does it solve a problem they are experiencing? How do your products
and service differ from your competitors? Most of my clients sell premium products
at a premium price. In exchange, their customers receive better than average service,
faster response times, or higher quality products. What is your leverage and
how can you use it to increase the value of what you sell?

You have executed the above steps but price is still an issue for your customer.
What do you do now? Instead of conceding to their request and giving them a discount,
focus on creating a trade. This means you should ask for something in exchange for
making a concession. What can you trade or ask for? Almost anything!

A longer contract, a bigger order, more add-on items, an introduction to another
key decision-maker in the company, access to their mailing list or client database,
or payment terms. You can negotiate for products and services that the other person
or company offers such as consulting, office equipment, computers, furniture,
business services, etc. I once worked for an electronics company and my boss
offered a big-screen as payment for services to a potential vendor. I was shocked
when the vendor eagerly accepted because I always had the impression that
business people focused strictly on cash.

Here are a few ways you can effectively position this request.

“If I could do that price for you would you be willing to extend the length
of the contract for an additional three months?”

“If I could work that out would you be prepared to give me advertising space?”

“The only way I could give you that is if you add one more line of products.”

“Let’s put that aside for the time being. Would you be able to give a
similar amount of…in exchange for that concession?”

The key here is to think outside the box and explore other options available to you.

I recall speaking to a prospective client about a training workshop and was asked
to make a concession that amounted to a fifteen percent discount. I was not comfortable
with this so I asked my prospect if he would be willing to give me a comparable amount
of his product instead. He did not have the authority to make such a decision but spoke to someone who did. My request was eventually denied so my client conceded to my initial offer.


Another effective approach is to make the concession but take something away from
the initial offer. For example, you could say, “I can do that. However,
I will have to charge you for…” or “I can do that. Do you want free delivery or
after-hours service taken out of the contract?”


Most people will expect you to keep all the conditions “as is” but they will want
the lower price. By demonstrating how much the concession is worth you can
reduce the effectiveness of their request.


Finally, another strategy is to always ask for something in return for making
a concession even if you don’t need it. I have been surprised how many times
I have gotten something extra simply by asking. Plus, it often prevents the
other person from asking for an additional concession because they know
you will ask for something in return.


Remember, your ultimate goal is to give away as little as possible in order
to close the sale. Every time you discount your product or service you discount yourself
and eat away your profits.


Kelley Robertson, President of the Robertson Training Group, is a professional speaker
and trainer on sales and employee motivation. He is also the author of
“Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers.”
Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing
to his 59-Second Tip, a free weekly e-zine at www.KelleyRobertson.com.
You can also contact Kelley at 905-633-7750.

 

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4.) BIZ*TECH SAVVY SOLUTIONS
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Getting Your Email to Go Through

Have you had trouble getting email from people who say they sent
it? Or your messages aren't getting to others?

As servers try desperately to filter out the ever increasing
onslaught of sp*m, more than a few non-sp*m messages are getting
mopped up as well.

Here are a few simple ways to get around the problem.

1. Get one or two different email addresses. Get a Hotmail
address. Use the free address your ISP provides you. When a
customer calls saying, "didn't you get the five emails I sent
you?" suggest they send again to one of your other addresses.

2. The same idea works in reverse. When a customer can't get
your messages, ask if they have a different address. Chances are
their server is filtering out a lot of their mail and they've
already considered the additional address solution.

3. Watch for attachments getting blocked. Many people are
keeping out viruses sent by attachment by refusing all
attachments or those over a certain size. I paste the document
into the body of the message in those cases.

4. Ask your site host to reduce the level of filtering on your
email. Many can do this. Of course, you'll get more sp*m, but
you will also get fewer cases where customers can't get email to
you.

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Get Kevin's 10,000 FREE marketing ideas at http://DrNunley.com
Reach him at kevin@drnunley.com or 603-249-9519.




 

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EZINE BUSINESS DIRECTORY
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ONLY subscribers who have personally and voluntarily subscribed to this Ezine will Receive it. We are 100% Opt-In. We will NEVER provide our subscriber list to ANYONE. We respect the privacy of our readers.

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CONTACT INFORMATION-

Editor: Debbie Solomon
Publisher: Sara Hardy
http://www.marketingtrendz.com
MarketingTrendz
1640 West Sandpiper Circle
Pembroke Pines, FL 33026
support@marketingtrendz.com

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DISCLAIMER-

THIS DOCUMENT IS PROVIDED FOR INFORMATIONAL PURPOSES ONLY.
The information contained in this document represents the current view of MarketingTrendz on the issues discussed as of the date of publication. Because MarketingTrendz must respond to change in market conditions, it should not be interpreted to be a commitment on the part of MarketingTrendz and MarketingTrendz cannot guarantee the accuracy of any information presented after the date of publication. Information provided in this document is provided "AS IS" without warranty of any kind, either express or implied, including but not limited to the implied warranties of merchantability, fitness for a particular purpose and freedom from infringement. The user assumes the entire risk as to the accuracy and the use of this document.

All opinions and viewpoints in each editorial of The OnLine Exchange Ezine is expressed solely by the editor and writer, Debbie Solomon. The opinions set forth by the editor is not necessarily an interpretation of viewpoints made by the company.

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