[Michigan11]

My advice on negotiating is to first read out the customer, by approaching with hand shake, eye contact - all just the right amount, with a nice greeting while remaining totally open, in a neutral state of mind, in order to mimmick their behavior in a way.

Get them to open up by small talk and humor if you can pull it off correctly. Getting someone to laugh a bit opens them up naturally. Then you can get more information easier from them. There is no right way or wrong way, just saying let yourself come out in dealing with people, because pretending to put on an act comes off as fake and untrustworthy.

As you are going over the project, in small ways point out your knowledge and expertise, and start knocking down any misperceptions by the customer. Doing this with some interesting information on painting, prep, etc, will show you are confident, and that therefore will earn you respect.

Finally the negotiation can take place, on a solid foundation. This is where you need to know you may later be asked to possibly come down on your estimate, yet may not happen, so know your numbers, and give a solid price with room to maneuver.


Going back, if you are able to read the individual correctly, and you get that feeling as if they are looking for the least expensive, you can always get them to except reality, by reinforcing your knowledge in the field, with your experience - again it's confidence.

The bottom line, customers or people in general sense confidence, especially in business. Hopefully this can help others out, and makes sense - selling is negotiating, you are trying to find a solution for a need, but it is an art, with time it gets better.

 

[Michigan11]

That 10 point list btw, is pretty good, it's more or less general so it gives an idea.

Some customers, are looking to get any kind of deal, it's like a feel good for them, in order to do business, so that is why you need to read that person, and also give yourself some room in pricing. Make sure to also be relaxed, but not look to relaxed in your behavior, meaning hold a professional facade, just don't be uncomfortable.

Some customers are very easy and you therefore don't need to overkill on sales, keep it easy when needed and close it quickly. I am this type of customer, I know what I want and when I buy it or the service, be friendly and I will be your best customer, I hear this often.

Shopper type customers, unfamiliar, indecisive, these types are tricky, only from experience will you learn how to deal with them. The basics would be don't push forward for an answer, step back. Let them come to you, just like when trying to take home that hottie at the bar. Some people just don't feel right buying from someone they are feeling pressured by, know this, and keep your composure, yet stay a bit more relaxed, yet professional.

Then there are those customers, who are reading you out the whole time, for a reason, they have egos, and feel as if they are almighty. Lower yourself a bit, in confidence as you may, it deflates their egos, and takes away their buzz from it all. You then will need to command at the right time and lead these types. These are serious pain in the ass type customers, and they are usually ego driven people. You will spot them a mile away....

There are other scenarios, but these are some general tips on types of people, that may help some.