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Rod Aparicio

Call their bluff

Published 23 days ago • 1 min read

When a prospect comes to you and tries to negotiate down on your price with the classic "Other vendors offered me a 20% discount. What's yours?"

Call them on their bluff.

Way 1: And why are we still talking? They seem like the obvious choice, if price is what determines who you choose.

Way 2: That's awesome. Send me their official quote with the discount? Then I could consider thinking of something.

Way 3: That's the discounted price. If you come back in a few months, I'm sure the price will be different.

Way 4: Offer options. Make them think of **how** to work with you, instead of *why* you.

Rod Aparicio

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Read more from Rod Aparicio

Do you ask for free work, samples to your suppliers/vendors/sub-contractors? Actually, do you expect them to do work for free before you engage with them? If you do, what are the reasons for it? If you don't, what are the reasons for it? Quite curious to hear what you have to say. :)

about 5 hours ago • 1 min read

You're not legally required to say yes to every prospect. You're not legally required to give a quote. Not even to build a proposal. Definitely not, to play in their terms. So, when you see red flags, saying "No" won't put you in a bad spot. Spend the best of your time in the customers you want to help and that 1) want help, 2) can afford you.

1 day ago • 1 min read

Have you come across this type of vendor trying to sell you something that's dressed quite nicely and redefined under a "new category"? When something is already known by you, you have a stand on it, and still they're trying to convince you to buy? And, if you're curious enough —or just want to poke around— you follow along and wanna see how much bullshit they're trying to feed you? That's the thing about pitching, presenting and convincing. It's not about them (your customers), but about you...

2 days ago • 1 min read
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