Unless you sell a product with low price or a commodity, I suspect you're down with the price now and then. In fact, one of the most effective strategies buyers can use to influence the vendors and get discounts is the "face of surprise."
The "face of surprise" is a visible reaction to a bid or price, intended to make the seller feel uncomfortable. When used properly, usually the seller does offer an immediate discount or concession. This strategy is effective to put the defensivsa sellers and may cause the seller think you will lose the sale if it does not give anything. The "face of surprise" is often accompanied of the following statements:
"Hey expensive but what you are!"
"It's a lot of money!"
"What? What did he say?"
Pay attention to statements and questions such as those mentioned above and do not be offended by them, or let it intimidate you. You can answer as follows:
- smiling and remaining silent;
- Moving his shoulders (as if to say "so what?")
- Ignoring the feedback from the buyer.
- Asking "Compared to what?"
The key to managing the "face of surprise" is to resist the temptation to offer a discount or some other kind of concession. Buyer will recognize this reaction as it really is: a negotiating tactic. Do not let it lead to lower prices.
0 comments:
Post a Comment