As consumers, we're trained to hunt for bargains. And as salespeople well know, this instinct also kicks in during B2B sales deals. It's relatively rare for a deal to close without some sort of price negotiation, whether the buyer is successful in securing a discount or not. You might as well ask, right?
Because of the frequency with which discount requests pop up, reps are trained to steer these conversations toward win-win conclusions. But according to Mark Hunter, there are situations where salespeople should refuse to negotiate entirely. In the article "Are There Times I Should Not Negotiate?" Hunter identifies seven scenarios in which salespeople should shut down even the suggestion of a discount.
"Negotiating is a form of trying to maximize sales vs. supply. If you can sell it without negotiating, then don’t negotiate," Hunter writes. "Sell first, negotiate second."
Once you bulk up on your bartering skills, browse five more sales articles that might've blown past you this week.