Your client is going to ask you for a lower price. They are obligated to do so, as this makes them good stewards of their company’s money. They want to make the best deal they can for their company, just like the people who buy things for your…

One of the things I hear from sales leaders most often is that their sales force cannot negotiate. It turns out that this is not often true. What is true is that the sales force does not negotiate with their clients. They often do, however,…

Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection.

Your price is higher than your competitors.

Translation: I don’t perceive the value and you…

There is a difference between negotiating and defending your price. What they have in common is that there is a potential obstacle that needs to be dealt with. Negotiating is one way to think about that obstacle. But it shouldn't be the first…