Two chefs fight over the last orange. Each chef needs the orange for their recipe. After some fiery debate, they realize that while one needs the juice, the other requires the rind.
You may be near to closing a significant deal but stuck on a couple negotiating points. Let's turn up the flame.
𝗙𝗿𝗲𝗲 𝗧𝗿𝗶𝗮𝗹 – Offer a free trial or sample to demonstrate your value. During the period, reinforce how you can help the client succeed.
𝗖𝗮𝗹𝗰𝘂𝗹𝗮𝘁𝗲𝗱 𝗗𝗶𝘀𝗰𝗼𝘂𝗻𝘁𝘀 – Lower prices to benefit long-term cash flow (e.g. large volume, multiple-year deal, and upfront payment).
For new offerings, an “early adopter discount” recognizes the buyer's risk while keeping the full price as an anchor.
𝗦𝗲𝗿𝘃𝗶𝗰𝗲 / 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗙𝗮𝗰𝘁𝗼𝗿𝘀 – Negotiate ways to save costs without badly impacting the client, e.g. quarterly versus monthly reports.
𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 – Discount price if the client will help you grow, such as a co-marketing commitment (e.g. case study).
Respect both sides and consider each ingredient to creatively build a long and successful relationship.
𝘛𝘩𝘪𝘴 𝘱𝘰𝘴𝘵 𝘪𝘴 𝘵𝘩𝘦 𝘴𝘦𝘤𝘰𝘯𝘥 𝘥𝘪𝘴𝘤𝘶𝘴𝘴𝘪𝘯𝘨 𝘪𝘥𝘦𝘢𝘴 𝘰𝘯 𝘱𝘳𝘪𝘤𝘪𝘯𝘨. 𝘚𝘦𝘦 𝘗𝘳𝘪𝘤𝘪𝘯𝘨 𝘛𝘪𝘱𝘴 𝘧𝘰𝘳 𝘵𝘩𝘦 𝘧𝘪𝘳𝘴𝘵 𝘱𝘢𝘳𝘵.
Photo by Gaby Yerden who can be found here: http://bit.ly/30CqnBS