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.

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.