“Can you do it cheaper?” – Giving great answers to tough questions about your prices

“Will you give us a discount on that figure?”

“Can you match the lower price I can get down the street?”

“Can’t you do it cheaper?”

These are the kind of questions people running start-ups and small businesses get asked an awful lot.

But what are the best answers to give? Here, we look at how small business owners can respond to these kind of questions, without losing business and without cutting prices and profit margins.
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Why trust-based selling will accelerate your business growth

Trusted selling

We live in incredible times of change; there’s no disputing that. Old business models are dying out, new business models and disrupting technologies are being born every day that are turning industries on their head.

At the same time, trust is at its lowest level ever. We no longer trust politicians, we no longer trust banks and bankers. We no longer trust the proven models and establishments that have supported us for years, never more proven than in recent times with Brexit and Donald Trump becoming US President. (more…)

5 killer phrases that all negotiators should know

Negotiations can often be a mysterious process. Maybe the conversation has reached a sticky point, no one is budging and tempers are beginning to rise. Then one person says something and the whole situation transforms. You strike a great deal and everyone is best friends.

How did that happen? How did they know just what to say?

With negotiating being such a key skill in starting and running your own successful business, Simon Horton, author of The Leader’s Guide to Negotiation, reveals 5 phrases that you can use to get any negotiation back on track. (more…)

10 costly mistakes you can’t afford to make when negotiating fees

The ability to negotiate the highest possible fees without risking a client relationship or an instruction has become increasingly important to individual professionals and professional service firms in recent years.

The rising influence of procurement on the buying side has squeezed margins for many service providers. Those best able to withstand these pressures are usually those that have the ability to negotiate robustly on fees.

Clients often ask what makes someone a great fee negotiator, i.e. someone who is able to get clients to agree to pay as high a fee as possible without losing the work, or the client. (more…)