I have seen customers bargaining and getting the best deals possible, and I have also seen customers fall flat on their faces in their attempt to get it.
By definition, these are the customers who won’t give you a yes or a no, rather just drag the sales process with no seeming end. They cause you to spend a lot of time on them unnecessarily, without the prospect of a real sale.
The classic scenario was as follows: Start off with a high opening offer, customer counter offers with a very low one, and then meet somewhere in the middle. In this article, we will examine one of the new methods of handling the sales/negotiation discussion.
The true power of a good sales person is not on the knowledge of the product or service, but rather the ability to guide the discussion towards the desired direction!