Do you want to make more money? The highest value per hour you will ever earn is when you learn the right techniques to negotiate win-win transactions.
Below are three techniques to help you net a higher price when negotiating.
Get the buyer to understand the financial impact if they don't buy. Widen the gap between the short and long-term financial effects so they can realize the value in making a purchase today.
Provide a range instead of a set price. Blurting out a number is usually not in your best interest, because it typically will appear to be too high. Say something like, “Well, there's a range involved, depending upon the specifics which work best for you."
Discount only after getting a concession from the buyer. It's common for a customer to ask for a discount after you've provided the price. Giving in weakens the transaction and your self-confidence. When offering a lower price, you need to take something off the table. The best approach is to just hold firm and say your price is the lowest you can offer.
Negotiating is a dance between you and your client, and you both have a role to play. Don't allow yourself to get emotional. Stay focused only on the offer being negotiated.
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