They didn’t know that *most of the time* customers like this get discounts like that. The experienced rep beside them may have just given a 25% discount to a similar customer but the new reps acted as though 5% was the deal of the week! They believed in our value and weren’t unencumbered by the tribal knowledge of what a “good deal” was. The moral of the story: in a negotiation, it often pays to forget what you know and aim higher! For example, instead of moving to a large say 15% discount off the bat because that’s what you gave your last customer, put yourself in a beginner’s mindset.
Start with a modest (e.g. 5%) discount and operate as though pakistan cell phone number list that discount is considered a (which indeed it might be). Then, if you do need to provide concessions see points #1 and #2, defer authority and pick deliberate discounts. Start every negotiation with belief in you and you’ll come out ahead. A great question and deceptive complex question that I get asked a fair bit.
Of course, as salespeople, we have a natural tendency to want to defend our products and services but also to elevate and differentiate them over our competitors. 111 At the same time, we need to do it all in a way that comes off as authentic and credible and not arrogant or petty. After all, the way we talk about our competitors not only influences the way our buyers see our solutions but also our personal and corporate brand.