Someone who haggles might not be asking for a lower price, rather more “value”. Try reintroducing existing features again.

As sales, there will be a lot of times where you run into someone who seems stingy or loves to try to ask for “their price”. Some prospective clients do this because they can sense weakness or wavering. There are times where you will have to either weigh what you’re willing/able to do and cave in, or just put your foot down and preserve your company’s integrity with the risk of losing the sale.

But, it’s not always going to be about money… in fact, “value” trumps price. Even if you can’t offer more features or more leeway in your services, it might not be that you have to give more, rather just explain more. The reason being is that a client either has their own ideas of what you’re offering or they might be clueless and are going into using your service or product head first, scared that they might still be getting ripped off. We have to be careful and put ourselves in their shoes, given their personality, experience, and ability to grasp your terminology.

A client might misunderstand what you’re offering and think “gee, that doesn’t sound like I’m getting a good deal”. But if you reiterate, in terms they understand and give examples of how these features will help them with their business, you might find that that’s all the reassurance they need and there was never a need to add features or lower the overall price.

Being able to accurately give clients perspective on the value of what you offer is essential for effective and honest sales.