I feel the most important thing is to leverage relationships that you have build with the client. Reiterate that you are a partner and not a vendor, share case studies - how your product or service helped the client. Shift the conversation from price to total value, talk about the solutions that you provide to the client which enables a better ROI or long term cost savings. Highlight unique aspects that you offer - client support, innovation, tech enablement, etc. You can also adjust terms - value added services, flexible payment terms (if that's a possibility), extended warranties, etc.

Primero, enfócate en el valor adicional que tu empresa ofrece más allá del precio. Resalta tus ventajas competitivas, como la calidad del servicio, la atención personalizada y cualquier valor agregado que puedas ofrecer. Luego, escucha activamente las preocupaciones y necesidades del cliente. Ofrece soluciones personalizadas que aborden directamente sus puntos de dolor. A veces, la flexibilidad en los términos del contrato o en los servicios adicionales puede ser más convincente que una simple reducción de precios. ????

A couple of things that I have found useful to consider are: - Remembering that price and value are not the same thing. Knowledgeable clients are not fooled by deep discounts - if they truly believe in the value of your product they will be prepared to pay a fair price. - If cost is the client’s main focus you can consider options that demonstrate that you are willing to put some ‘skin in the game’ to win their trust. For example putting a proportion of the fees ‘at risk’ which are payable subject to the success of the project. - Your pricing sets a precedent for future business. Compromising on profitability or quality to get one deal over the line will not serve your long term business goals.

When a high-value client has other offers on the table, I stay focused on what matters most to them and approach negotiations with flexibility. First, I ask the right questions to understand their top priorities, whether it’s cost efficiency, specific services, or added value. I then emphasize what makes our offer distinct, concentrating on benefits that speak directly to their needs rather than listing features. Lastly, I remain open to creative solutions or incentives that respect their concerns but maintain the integrity of our offer. This balance keeps us competitive without undervaluing our strengths.

-identify the needs behind the decision of the client to navigate across different offers -highlight the unique value the client gets if they choose to do business with you and not with the other suppliers -offer impecable service, adjusted to the clients needs, yet not off-limit for your business -invent a loyalty policy that will make the client feel engaged with you in the future