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When selling to another business, both parties tend to see the sale from a cost perspective. However, that’s not important. You can change the way this works and how they see things. In a b2b setting, you need to involve the ones who are making the decision (for this you can deff check The Challenger Sale, The Jolt Effect and Sales Pitch). If you get to talk to Procurement/Purchasing at the very end of the process, you’re out of the game. They have all the power to negotiate (and they’re trained to do so). On the other side, if they’re focused on the cheapest price, you can always tell them “No, thank you. I’m not interested.” from the start. And for that, you need to overcome the fear of talking price at the early in the sale. I’ve seen the panic in people’s eyes (salespeople) when we’re in the room with a client and i talk price early or ask for “sensitive” things re: money. Fun fact? The customer just gives it to you. |