price negotiation

What’s the point?  When prospects tell you that they’re going with the lowest price, it’s total crap.  They might be saying that, but are they required to do that?  If they have any bottled water in the kitchen, pay for any streaming, or software then it’s simply not true.  Can you say bluffing?

I don’t blame companies for trying to buy for less, but it doesn’t mean you have to sell for less, or match or beat someone’s price.  They’re just saying the words and waiting to see if you’ll bite.  Just about a year ago at this time, I wrote another article about selling value where I used Dunkin Donuts coffee as an example.

So what should you do when a prospect asks for a lower price?