I have a whoesale business and am negotiating prices to customers all day long. I am nice and soft spoken so I get taken advantage of and end up selling my products at a much lower price than I can, to the point where a few times I even sold at a loss. I am starting to lose my self esteem and will lose my business too if I continue trying to please everyone and not asking for what I believe to be a fair price. What are some ways I can be firm and still get what I ask for and not always cave in to these powerful men in suits who act like they like me while were bargaining but then I feel like they think I was a fool and that they took advantage of me. Please help!
      Answer1:First picture them (customers) naked! Just joking. On your drive to them,meeting etc. go over why your product is the best & how it can help them. Go over possible rebuttals and have answers prepared. Recite how other customers have had great use/success with the product. Low self esteem comes across big time so put on the "Im the best because I know what Im doing" look. Carry yourself in a positive way and use a confident voice,practice your pitch in the car out loud, or in the shower as you get ready for the daily rounds. And if you want watch the movie Boiler Room. Good Luck!
      Answer2:Hi HappyThis is the old battle between buyers and sellers. If they are saying they can get the same product at a lower price, forcing you to reduce yours. You need to not concentrate on price but on the true value. In other words where does your offering compete best, quicker deliveries, better quality, longer lasting, better customer service, longer guarantee periods. eg. customer: I can get it cheaperyou : yes if you want to wait 4 weeks for delivery, with us you can have it next day.or: Yes, but that product is made from X, our products are made from Y and this makes them last twice as long at only 25% more cost. Therefor the real cost of ours is 60% less, much better value.You need to identify why they are knocking your price down, being nice shouldnt get them a discount. But other price objections can be overcome by demonstrating this better value. The idea is to identify where the real value is from your customers standpoint and use that.Never sell at a loss, you are paying them to take your goods for free. Would you pay someone to steal your car? It would be better to give the stuff to charity, and save some money.Hope this helps, good luck,believe in yourself and your business.
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