Register now or log in to join your professional community.
Thank you. I agree with experts.
It depends on the situation. If the customer's demand is achievable and the sales personnel happen to lack the rights, then it is for real.
And if somehow both, the customer's demand is impractical and you don't have the rights, then it's a polite way of tolling the customer to negotiate.
It's a negotiation tactic to check clients Urgency/ Interest.
yes sometimes is a sale trick and sometimes only decision with boss not with sales staff
It is for real, as most of the time the sale person has no right to give discount but he can always judge that he or she can retain the customer by giving him some thing extra which may leads to batter future relationship.
It's a tactic in order to make them work on getting what they want (the desired results), because if they achieve it easily they won't value it much.
it's one of the negotiation tactic
can not be done ... you should have the decision to complete the deal
Both are strategic. It depends on situation
In my opinion telling a potential buyer that you need to check in with your boss to give them an offer is not a good tactic at all. You diminish your positioning as the person making the sale.
The key is your preparation before the call/meeting. You should have ran through all possible scenarios so that the answer is either a ' Yes, I actually have a proposal for that. Can I have you sign here' or 'Unfortunately we are not the right company for you.'
It is a tactic, because if such is a real sale then you would not bother to seek for your boss' opinion or advice on the situation/negotiation because you should know the four corners of what you are trying to sell. Having alterations on a particular offer is already a negotiation.
