I hope that you have enjoyed the article “How Suppliers Defend Price in Negotiations.”
In the article, I shared seven things that suppliers often say to try to defuse procurement negotiation attempts. I encouraged readers to come up with their own responses to those supplier salvos. However, because you are such a valued blog reader, I am going to help you out a little more.
In the last example, I shared this common supplier line: “We already factored a discount into the price we proposed.”
What can you say to that?
Here’s one of the ways I would respond if certain conditions existed…
“I’m sure you did. But you know as well as I that there is always wiggle room when it comes down to the difference between winning a deal and losing it over a few pennies. So, let’s get your most aggressive numbers on the table so you can either earn the business or lose it without regrets.”
Why did I say “if certain conditions existed?”
Any time you communicate with anyone, you always have to take multiple things into consideration. So, you have to be careful not to simply “cut and paste” words into an inappropriate situation. Therefore, I used that little caveat.
Still, I encourage you to think through the supplier defenses in the article and prepare your responses, considering the context of the relationship and marketplace. The supplier may not use all – or any – of those defenses but, if it does, you’ll be glad you prepared!