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Negotiating a Sale
9. Regular Customers
9.1 Consult your own sales records and correspondence to build up a picture of your regular customers' views and concerns.
9.2 Give your customers information that may affect future negotiations, such as your forecasting information.
- Offer key customers regular meetings. Go over areas of concern and show that you are giving a good deal.
- If the customer mentions a cheaper competitor, point out the risks of starting again with an unknown supplier.
9.3 Consider different types of contract for regular customers. You could:
- Guarantee a fixed price for a year, subject to continuing volume orders.
- Define, in advance, how the price will change if your own costs change.
Labels: Increase Sales, Increase Profit
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