Why Give Concessions Away When You Are Not Being Asked | Sales Negotiation Training | Sales Training in Asia

Advertising your willingness to make a concession before you are asked to make one is insanity. What do I mean by this?

During the presentation, you make the statement that you can give the prospect a discount. They haven’t asked for a discount. They may not need a dis- count, but what have you now set up by making that statement? They are going to ask for a discount unless, of course, they are deaf. And then you act surprised!

How about this one:

Your price list says something like: “Suggested retail price.” Now I ask you, are you going to be surprised when the prospect asks for a price concession at the end of the sales presentation?

Everyday millions of salespeople make offhand remarks or casual statements that send the message to the prospect—loud and clear—that this price, these terms or this feature is a negotiable item.

I urge you to carefully evaluate all of the statements you make while selling to see if you are advertising your willingness to make a concession later in  the process. One way to do this is to look at your most frequent negotiating requests from prospects to see if there is anything you have done or said that may have set this in motion.

Turn It Around

Address concessions only when asked.