Some business owners will try to wrangle the lowest possible price on principle and some are very fair minded. Either way don’t be surprised if he starts by giving you some ridiculous low ball offer.

That’s not necessarily a bad thing. By offering you something he’s mentally taking the first step to buying from you if he can get your service at a price he wants.

If you say “I’d estimate that this direct response website will bring you an at least an extra $200 a week in sales or $100 a week in gross profits. That’s an extra $5,000 a year, every year you can put in your pocket.”

Then: “What would you expect to invest to get a return like that?”
And he says: “Maybe $500” and smiles at you, you know the deal is on!

He’s sending you signal that he’s playing the “negotiating game”. A hardcore negotiator might frown and shake his head and say “I couldn’t put in more than $500.”

The key here is not to take either of those responses seriously. They’re both just cues to start negotiating. One key to negotiating is to let the business person beat you down…

Read more- Establishing Value
Read More- What Is He Willing To Pay?

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