The following strategies can be employed to get flexible pricing:.
Understanding the seasonality of tourism in the area and then figuring out dates when the property stands relatively available, property owner will have a lower BATNA as a result.
If it's a common vacation location for your family, negotiate a contingency, that rental in subsequent years will decrease when your family returns annually, promise of repeat business to get a lower price is also an option. Work out a package committing to use other resort facilities, rental of ski equip or restaurant to get better package overall. Understanding the pricing applicable at other surrounding properties and select a second best option with similar amenities yet lower price, while negotiating hint as to how that property fulfills your requirements, while being cheaper.
4. Your story should focus on the primary pain points of the customer, specifically in this case at the fact that they are dissatisfied with the level of after sales service that they are receiving from the competition. You should definitely not be competing on price as that's a clear indication that you consider yourself no better than your competition. The MESOS should be structured as below:.
Explain to the customer that if their primary emphasis is on the quality of the equipment then you have a core strength in customizing each equipment as per the customer requirements thereby reducing the chances of break down and thus saving the customer the cost of continuously calling repairmen and maintenance charges, further service team will work in normal working hours– Price: 2nd Highest.
However, if their value is primarily on price, then you can replace the customized products with just standard modules and further save cost the customer costs by removing the standard double quality check that you employ on your shipments (which in any case is still better than the product provided by your competition), this will ensure that the customer gets the products at a cheaper cost, further service men will only be available within normal working hours – Price lowest.
