6. Negotiating with Price Buyers
Negotiating with price buyers is pretty straightforward. All price buyers want is the lowest price from a wide range of competitive suppliers. Price buyers don’t respond to offers of extra services. They want only the simplest offer and the lowest possible price. And then they want the price to be lower.
Transforming a price buyer into anything else is almost impossible. No matter how many times you go the extra mile for them in an attempt to win their loyalty, they will organize a multivendor bid the next time they need a product or service.
For price buyers, a supplier is only as good as the lowest bid. These buyers do not need or want extra services or value above and beyond the purchase criteria. Yes, procurement ...
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