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Pitching Products For Small Business: How to successfully prepare your business, brand and products, and sell to retail buyers by Laura Rigney

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Chapter 5 – Making Deals with Buyers

Haggling, large order discounts and exclusivity are just a few of the terms you may encounter when it comes to interacting with buyers. Make sure you’re prepared to deal with every scenario.

Haggling

When you go enter into a pitching situation, be it over the phone, via email or face to face, you should always be aware of your price limits and be prepared to be haggled. Everyone has an ideal wholesale price for their product but quite often that price isn’t realised when sold to retailers. It is part of a buyer’s job to ensure they get a great product at a good price, so they will almost certainly try to haggle you down.

In your head you may know, for example, that your ideal wholesale price is £9.87 ...

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