{"id":9244,"date":"2016-10-03T08:45:10","date_gmt":"2016-10-03T06:45:10","guid":{"rendered":"http:\/\/passodue.flywheelsites.com\/2016\/10\/03\/salesperson-and-price\/"},"modified":"2026-10-28T16:36:56","modified_gmt":"2026-10-28T15:36:56","slug":"salesperson-and-price","status":"publish","type":"post","link":"https:\/\/diariodiunconsulente.it\/en\/2016\/10\/03\/salesperson-and-price\/","title":{"rendered":"The salesperson and the price: a relationship to reconsider"},"content":{"rendered":"

By Alice Alessandri<\/a><\/p>\n

I like to think of a sales negotiation<\/strong> as a dance that follows a harmonious rhythm, moving smoothly towards its natural conclusion: the sale<\/strong>.<\/span><\/p>\n

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Yet in my personal and professional experience, I have observed several times that the negotiations<\/strong> stop abruptly when the time comes to give the price<\/strong>, or rather, when the price is NOT given.<\/em><\/span><\/p><\/blockquote>\n

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I’ll explain. Many salespeople<\/strong> do their best to omit this information while talking about everything else; they discuss all the features of the product or service<\/strong> they are presenting but do not say how much it costs until the customer – who has been thinking of this alone since the opening of the negotiations and trying to peep at the price<\/strong> on the label or in the quotation \u2013 has the courage to ask how much it costs.<\/span><\/p>\n

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It is the salesperson<\/strong> who leads the dance, accompanying the customer<\/strong> with care<\/strong> and respect<\/strong> along the path that proceeds from the analysis of their needs or wishes<\/strong>, to guide them towards finding the right solution in the product or service offered in exchange for an agreed amount.<\/em><\/span><\/p><\/blockquote>\n

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They are afraid of the reactions that this information will trigger in their customers to the extent that, as in the best self-fulfilling prophecies<\/strong>, they themselves create the conditions for a negative outcome. Maybe they whisper the figure or they blush or become pale from the strain, their voices trembling as they gaze into space.<\/span><\/p>\n

So, here are three tips<\/strong> to effectively manage the moment when you present the price<\/strong>.<\/span><\/p>\n

1.\u00a0Present the information neutrally<\/span><\/h2>\n

Undoubtedly, you have yourself experienced a situation in which as a reply to your simple question \u201cHow much is it?\u201d, the answer has been a series of, \u201cEr, um, so, you know … (sigh) this is a bit expensive actually!\u201d A salesperson who makes such a statement should not be surprised if the rest of the negotiation<\/strong> is spent trying to defend the value<\/strong> of the proposed product\/service.<\/span><\/p>\n

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You must state the price<\/strong> in a neutral way, using a precise<\/strong>, friendly<\/strong> and confident<\/strong> tone.<\/em><\/p><\/blockquote>\n

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If you whisper the price<\/strong> you give the impression that you are expecting a negative reaction<\/strong> from the customer. If you declare, \u201cit must be about 50 or 60 Euros<\/em>\u201d before checking the exact amount, customers will remember the most advantageous figure given and it will be difficult to get them to pay the actual amount due.<\/span><\/p>\n

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The price<\/strong> is a feature of your product or service, it is not a state secret and not even an embarrassing question; it only becomes so if you are not convinced of the value<\/strong> of the product\/service.<\/em><\/p><\/blockquote>\n

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2.\u00a0Carefully choose when to communicate the price<\/h2>\n

If you state the price<\/strong> immediately, the customer will not listen to the rest of your presentation; if you give it as the last piece of information, only this will be remembered. The ideal solution is to present the price within the context of the advantages<\/strong>; for convenience, you can note this pattern:<\/span><\/p>\n