5. Negotiating with Price Buyers

This chapter focuses on negotiations with price buyers. The one thing that salespeople must truly remember is that price buyers are not looking for value. Price buyers don’t respond to offers of extra services. They want only the simplest offer and the best price. Transforming a price buyer into anything else is almost impossible. No matter how many times you go the “extra mile” for price buyers in an attempt to win their loyalty, they will nonetheless organize a multivendor bid the next time they need a product or service. For a price buyer, a supplier is only as good as the lowest bid. Yes, procurement will often handle the purchase here, but there are few games. A salesperson will fill one of two roles. The ...

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