Serious customer vs. Offer collector

You've probably encountered with problematic customers, who just want to collect offers and keep pushing your prices down. For those of you who are in business, in customer relations or in sales, I know very well that it is not easy. It happens more than once that even someone who is experienced in his job encounters a customer who causes a lot of problems and headaches by having unreasonable demands, i.e. who "wants everything", but who also bargains our pants off us.

What can we do in this case? We have 2 options:

• either we are generous and lose our profit, our margin

• or we can appear inflexible in the eyes of the customer, not give in and stick to our prices, within the bounds of good manners of course. But the margin remains.

Don't be afraid to be "inflexible" and say no.

This shows the customer that you believe in your product/service and know you are a good advocate. Also, there is a very important piece of data:

Customers like you, they like to talk to you. If they respect you, they buy from you! (it is also a possible option that they like and respect you, but the salesperson they have a good conversation with, but have no reason to respect, they don't buy from) Respect is nothing but the result of effective understanding!

On the other hand, if you fight with your customers, you are guaranteed to lose them and they will never buy from you. Okay, but then the question rightly arises, what if this bargaining client is one of your biggest clients? What if it's a big revenue driver and has a lot of future potential? You know there's an old saying: "Guard your king and queen and let the pawns perish." In general, it's never good in a deal if one party disagrees with the other or a dispute arises. Clients also strive for results and win-win cooperation, even if it is hard to believe. Remember - a pawn is not worth the headache. So you need to know who the "king or queen" is and find a way to come to an agreement. This requires not only a professional win-win negotiating technique, but also a sales process that is executed with precision. After all, they build on each other. No deal can be well negotiated or closed without a good assessment of the customer's needs and a foundation of trust.

One thing you should never forget: there are many fish in the sea, but only a few whales. If you want to learn how to deal with bargaining clients and how to distinguish who are the potential clients feel free to contact me.