If a customer is really pressing you for a discount, talk about features or services the customer would be willing to give up to get it — a “give-get.” These little gems force buyers to recognize that while they may be able to reduce costs, there will be less value in the solution offered. Give-gets force the discussion from price back to where it should be: value. This leads the conversation away from haggling, to a more illuminating and productive discussion around what the customer really values. They show their hand when they say, “Wait a minute.”
Finally, don’t sweat delays in these negotiations. If your customer goes dark, doesn’t return phone calls, and ignores you, don’t get rattled. Remember, you are their preferred supplier for a reason, and there will likely be substantial switching costs if they want to change vendors. Silence is a powerful negotiation tactic; don’t let it pressure you into giving a revenue-destroying discount.
