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Sellers often survive under the pressure of having to negotiate their prices. This applies particularly to capital goods or consumer durables. Seekirch – sellers often survive under the pressure of having to negotiate their prices. This applies particularly to capital goods or consumer durables. Recently Ali Partovi sought to clarify these questions. “Oscar Wilde said the following: today one knows the price of everything and anything the value” there are a lot of good advice ‘ buyer objections with regard to the price how to. Important but seems to get me there to a values as far as possible away from the tiresome discussion of price ‘-discussion. What is a value? Wikipedia says for example: values are not measurable, they are subject to the human feeling, taste, human psychology, but also the education and socialization ‘; technically, it means roughly: the amount of money that will be regarded as a fair exchange for the what you get ‘. To communicate should be actually not too difficult, but it is obvious also not ever so slightly.

Why? There are two reasons: value is, what is the buyer, not the seller what he sees as value, like in the eyes of the buyer’s value not really – be full. For even more details, read what Andy Florance says on the issue. A company believes such an advantage to have, which is important to the buyer, but ultimately it is not enough. See what buyers as value and what they want to pay then ultimately also is often unknown. What really wert-voll for your customers, must be investigated, questioned, defined and communicated systematically and strategically. Buyers always assume, an appreciation that there is a value what they really want. Buyers believe that what they pay a fair for something, Exchance is preserved for what they. But actually, they assume that what they get is worth more than what you pay. If you make your presentation, it is so important that an added value ‘ which they offer for him relevant, but still already in their price is included.

These additional values need to be highlighted in your message, if price discussions should be kept to a minimum. Think on these two important points: your value must be relevant for the buyer and it should be an interesting added value as possible, i.e. in this manner and only offer him way or combination and that can find and formulate often relatively fast in its own products or in accordance with the study previously carried if necessary. still add (and unless only argumentative!). Result is often a competitive edge and your company is customer-oriented ‘, what also can rally around. -Michael Richter – international marketing and sales consultant, Seekirch – deals with strategic marketing for more than 35 years. By the market investigation, to the planning and successful marketing of various capital goods and durable consumer goods on all 5 continents, based on the objectives of its clients. They result resulting knowledge and experience he global offers its customers for marketing and distribution, in particular SMEs. In addition, it offers worldwide practical support, coaching, corporate seminars and also the creation of successful websites. Michael Richter – international marketing and sales consultant 27 main road 88422 Seekirch/Germany marketing = = country experiences Tel. 07582-933371


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