{"id":16377,"date":"2019-04-10T14:05:26","date_gmt":"2019-04-10T14:05:26","guid":{"rendered":"https:\/\/perpetos.com\/?p=16377"},"modified":"2024-04-28T08:42:39","modified_gmt":"2024-04-28T08:42:39","slug":"if-you-think-buyers-base-their-decision-on-price-alone","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-enablement\/if-you-think-buyers-base-their-decision-on-price-alone\/","title":{"rendered":"If you think buyers base their decision on price alone\u2026"},"content":{"rendered":"\n<p>I used to be closely involved with a sales team at a medium-sized technology company. Nicolas, one of the salespeople there, often came away from meetings feeling a bit dazed, convinced that procurement\u2019s only goal was to buy at the lowest possible price. But Bruno, one of his colleagues with the same types of customer, sells very successfully without always needing to lower the price. Is Nicolas just unlucky, or is there more to it?<\/p>\n\n\n\n<h2>What Nicolas isn\u2019t seeing<\/h2>\n\n\n\n<p>Nicolas keeps falling into the same trap. He ends up negotiating on price because he hasn\u2019t convinced the customer of his solution\u2019s value, which leads to buyers trying to hammer the price down. Or he starts bargaining before other issues have been cleared up, such as delivery times or SLAs. And sometimes he simply gives up too quickly.<\/p>\n\n\n\n<h2>So what makes Bruno so successful?<\/h2>\n\n\n\n<p>Bruno, on the other hand, appreciates that negotiating actually means finding solutions. He understands his customers\u2019 challenges and KPIs, and responds by offering them added value in his solutions. He keeps a \u2018give and take\u2019 list, which gives him self-assurance and helps him find a win-win situation together with the customer. Last but not least, he also always has a strategy and action plan. Customers see Bruno as a partner and adviser; he understands their situation and is there to help them.<\/p>\n\n\n\n<h2>Negotiating techniques<img decoding=\"async\" loading=\"lazy\" class=\"wp-image-16382 size-full alignright\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2019\/03\/negotiating_skills.png\" alt=\"\" width=\"329\" height=\"217\" srcset=\"https:\/\/perpetos.com\/wp-content\/uploads\/2019\/03\/negotiating_skills.png 329w, https:\/\/perpetos.com\/wp-content\/uploads\/2019\/03\/negotiating_skills-200x132.png 200w\" sizes=\"(max-width: 329px) 100vw, 329px\" \/><\/h2>\n\n\n\n<p>What\u2019s crucial in negotiations?<\/p>\n\n\n\n<ul>\n<li>That you, like Bruno, understand the procurement KPIs \u2013 there\u2019s a lot more to it than simply buying at the lowest price<\/li>\n\n\n\n<li>This knowledge gives the seller a certain amount of bargaining leverage<\/li>\n\n\n\n<li>And that puts sales in a position to understand their discussion partners\u2019 objectives and strategy, and predict their next move, so they can tailor their sales strategy accordingly<\/li>\n<\/ul>\n\n\n\n<p>The moral of the story is to start negotiating as soon as the customer begins their buying journey, in the initial conversation. If you as the seller do everything right throughout the customer\u2019s buying cycle, negotiating actually becomes very simple, even for complex matters. It turns the negotiation into a simple conversation that successfully concludes all previous discussions.<\/p>\n\n\n\n<p><strong><span style=\"color: #0ba298;\"><a style=\"color: #0ba298;\" href=\"https:\/\/perpetos.com\/en\/sales-academy\/\">Click here<\/a><\/span> if you are looking to set up a Sales Academy in your company<\/strong><\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Nicolas keeps falling into the same trap of price discussions <\/p>\n","protected":false},"author":12,"featured_media":16989,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[665],"tags":[675,290,84],"department":[],"media":[],"topic":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>If you think buyers base their decision on price alone\u2026 - Perpetos<\/title>\n<meta name=\"description\" content=\"If you think buyers base their decision on price alone\u2026 - Perpetos\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/sales-enablement\/if-you-think-buyers-base-their-decision-on-price-alone\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"If you think buyers base their decision on price alone\u2026 - Perpetos\" \/>\n<meta property=\"og:description\" content=\"If you think buyers base their decision on price alone\u2026 - Perpetos\" \/>\n<meta property=\"og:url\" content=\"https:\/\/perpetos.com\/en\/sales-enablement\/if-you-think-buyers-base-their-decision-on-price-alone\/\" \/>\n<meta property=\"og:site_name\" content=\"Perpetos\" \/>\n<meta property=\"article:published_time\" content=\"2019-04-10T14:05:26+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-04-28T08:42:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/perpetos.com\/wp-content\/uploads\/2019\/04\/shutterstock_649582252.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1130\" \/>\n\t<meta property=\"og:image:height\" content=\"500\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Eliseo Manfron\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Eliseo Manfron\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-enablement\/if-you-think-buyers-base-their-decision-on-price-alone\/\",\"url\":\"https:\/\/perpetos.com\/en\/sales-enablement\/if-you-think-buyers-base-their-decision-on-price-alone\/\",\"name\":\"If you think buyers base their decision on price alone\u2026 - 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