When negotiating with a potential buyer, lowering the price is usually the first thing you think of.
But the price is not the only variable of value to the customer.
- Will speeding up delivery time make it more valuable to the client?
- Is there some aftercare service that you can add?
(such as training, insurance, updates, etc)
- Could you offer a second product at a 100% discount?
(i.e. get both products for the price of one)
- Would changing payment terms help the customer say yes?
(e.g. from up-front-one-off to 6 x monthly payments)
Each product is different, so your variables will be case-specific to your offer, but, before you lower the price, always see if there is a way to improve value for the customer at your current price offer, before you drop your price.
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