Common buyer asks, with what not to do, what to consider, and a response you can adapt.
Do not
Do not discount to keep the conversation alive.
Consider
Find out what the price is compared against. Price, budget, and value are different problems.
Help me understand. Is the price above the budget you have, or above the value you expect? The answer changes what I can do.
Do not
Do not attack the competitor or match the price.
Consider
Compare on the decision criteria the buyer agreed earlier. Confirm the scope is the same.
That may be right. Can we compare the two quotes against your requirement list? If both meet the requirement, price should decide.
Do not
Do not give a number in the same call without a trade.
Consider
Ask what you get in return. Term, volume, timing, or reference rights.
I can look at price. If I move, I need something in return. Would a three-year term work for you?
Do not
Do not assume the date is real, and do not offer a quarter-end discount.
Consider
Confirm the business event behind the date. Then build the plan backwards from it.
What happens on that date if this is not in place? Let us map the steps backwards from it and confirm the plan.
Do not
Do not cut price to fit the number without changing scope.
Consider
Change what is delivered, not the value of what is delivered.
I can work within that number. To do it, we would remove [module] in year one and add it at renewal. Does that work?
Do not
Do not send your best offer in an email with no discussion.
Consider
Best price requires a defined scope and a commitment. Ask for both first.
I can do that. To give you my best number, I need the final scope and the signature date. Can we confirm both today?
Do not
Do not accept the statement and wait.
Consider
Find the specific open question. Silence usually hides a person or a risk.
That is fair. What is the part you are least sure about? I would rather solve it now than have you decide with an open question.
Planning a trade instead of a discount? Open the Give/Get tool.
Pipeline Hero is an independent educational resource. It is not affiliated with or endorsed by the organizations, authors, or certification providers associated with the frameworks described here.
