| July 03, 2008 | Issn:1528-3992 - Circulation:18,000+ |
Copyright©2008 |
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A Word from the "Editor" |
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This EDITION of THE ONLINE EXCHANGE e-zine is brought to you by our:
TOP-STAR Sponsor:
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www.WealthBuilders.homestead.com
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1.) A WORD FROM THE "EDITOR"
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2.) HEADLINE ARTICLE
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«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»
Think Before You Speak«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»
© 2008 Kelley Robertson, All rights reserved.
You are talking to a customer and after you present your product, service or solution, she asks, "What discount can I get?" or "What can you do about the price?" Think before you speak otherwise this innocent-sounding question will cost you money right off your bottom line. While it's tempting to offer a discount or better price resist the desire to do so. Here's why.
First, just because someone asks you for a better price, does not mean they expect to get it. Some people ask for a discount because they have been told to. They are often uncomfortable doing this and will seldom press the issue. However, professional buyers and key decision-makers know that many sellers will drop their price at the first sign of resistance so they ask everyone for a discount-and they can be aggressive in their approach. Plus, experienced negotiators lose respect for people who drop their price too quickly. Standing your ground and refusing to cave in right away is also a show of strength and executives respect this type of behaviour.
Second, when you drop your price too quickly, you teach your customer to repeat that behaviour in future transactions. Remember, everything you do now affects your customer's behaviour toward you in the future. When I first started my private practice, I gave a client a discount on a package of services. The next time he contacted, he demanded that same discount which put me in a somewhat precarious position-did I give the same discount or risk losing the sale? A business executive once told me that she knew which of her suppliers she could browbeat into giving her a better price and she always took advantage of that perceived weakness.
So, what is the best way to respond to a request for a discount or better price?
Professional negotiators will tell you to flinch. A flinch is a visible reaction to a request or demand and goes something like this, "You want a discount!?! Even though we have been working together for four years and you know our services will help you get better results you still want a discount?" When coupled with the right facial expressions and body language, this technique is extremely effective. However, I have found that most people are extremely uncomfortable using this approach and even I find it difficult to apply on a consistent basis.
An effective way to respond to a request for a better price is to ask, "What did you have in mind?" or "What were you looking for?" When you ask one of these questions, you get the other person to tell you how much of a discount they want. In many cases, their expectation will be less than you are prepared to give which means you will increase the size of the sale and save money at the same time-a double win. One word of caution here-an experienced negotiator will say, "Well, I want a better price than this" which means you need to be prepared to ask the question a couple of times.
This also applies to email correspondence. Many people will ask their sales person for a discount via email which makes it next to impossible to use some of the standard negotiating techniques. Before you respond by offering a better price, take the time to properly craft your email. Here is what you can say, "We might be able to do something for you. What did you have in mind?" The key is to give the indication that you have flexibility without committing to something you might regret later.
This sounds like an easy technique to use but it's not. You have to train yourself to listen for your customer's question and be prepared to respond with your own. I hate to admit it but I have fallen for this question because I wasn't expecting it. In one situation, an existing client asked me for a package price on some bundled services. Instead of responding by asking what price he was looking for, I automatically offered a small discount. I kicked myself afterwards because I felt that I should know better.
It is essential to listen carefully to what your prospect says and to think before you speak. It is also critical to practise asking your question until it becomes second- nature so you can respond quickly when a prospect asks for a discount or better price.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www. kelleyrobertson.com. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kell ey@RobertsonTrainingGroup.com.
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4.) PARENTS TIME-OUT
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Time Out for Parents
Welcome Parents. It is time for a little Time-Out. Running an online business or working outside of the home takes much time and effort away from your family.
This weekly feature is committed to helping parents take back that quality time and devote it more fully to spending it with their children.
Check out this week's features:
«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤Time Out for the Week~ Finger paints
What's for Dinner?~ Quick "BLT" Pizza
Just for You~ Rear Seat Belts Save Lives
Site of the Week~ Microbe Zoo«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤»„«¤»§«¤
Follow the link below to see what it is all about! You owe it to yourself and your children!
http://www.parentstime-out.com
This page is designed to be simple and easy to follow. Our goal is to keep it short and simple each week, allowing you to maximize your family time.
You can find all of our Time Out editions archived at http://www.parentstime-out.com/archives.htm
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5.) HOT BIZ*TIP
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TimeLeft
Sometimes it's so hard to keep up with all your appointments and deadlines. Throughout the day, week and even throughout the year, there are dates and events that you don't want sneaking up on you. You know, things like, did you remember to back up the database or when's the next three-day weekend?!
TimeLeft is a small program with tons of flexibility and great options to keep you right on schedule.TimeLeft has tons of features and options, at the same time it is user-friendly and very easy to use. Try TimeLeft and you will be surprised at its versatility:
Reminder is the most powerful TimeLeft tool that lets you schedule any events: from the simplest one-time notifications to sophisticated recurring events with complex rules
Trayclock - replace your Windows' built-in system-tray clock with skinnable TimeLeft clock
Clock displays time in different time zones
Countdown tracks the amount of time till (or passed after) the specified event
Stopwatch measures time interval
Timer measures time interval and signals its end
Sticker displays a sticky note on your desktop
Time Synchronization - TimeLeft uses atomic clock servers to adjust time on your computer
Auction Watch - you can manage your online (eBay etc.) auctions using Auction Watch module
Countdown For Web - you can place a countdown to your web-page using Export to Web module
Working days/hours countdown tracks the amount of working days, hours, minutes and seconds till (or passed after) the specified event
Floating Windows - every instance of countdown, clock, stopwatch, timer and sticker is a separate fully customizable floating window
Zoom - every countdown, clock, stopwatch, timer and sticker may have its own sizeYou can download TimeLeft right here. http://www.nestersoft.com/timeleft/
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ONLINE EXCHANGE INFORMATION DATA
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PRIVACY POLICY-
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.
______________________
CONTACT INFORMATION-
Editor: Debbie Solomon
Publisher: Sara Hardy
http://www.marketingtrendz.com
MarketingTrendz
1640 West Sandpiper Circle
Pembroke Pines, FL 33026
support@marketingtrendz.com
_______________________
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. 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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