Price is Only an Issue in the Absence of Value
You have earned the right to be heard as a customer’s creative partner. How do you use that credibility when faced with a road block? In difficult situations, develop agreements that are so beneficial you are perceived by all as a valued partner.
- Develop win/win scenarios that are of high benefit to the customer and low cost to you
- Facilitate quality long term relationships while overcoming difficult challenges
- Gain and maintain control by focusing on interests rather than position
- Be a principled partner while discovering options for mutual gain
- Win with knowledge when others are cutting rates
- Adapt to your Customer’s Style – Present in the “language” of your customer