I read a great blog article by Drew McLellan, owner of the McLellan Marketing Group this week. Drew describes how negotiating price with a client is like the old game where the last kid to swerve their bike as they barreled toward each other was called “the chicken.”

Drew makes a great point. When you cut your prices to make a sale, you tell the client two secrets:

• I’ve padded my prices
• I’m not confident in the value of my services

Instead of “playing chicken” with your prices, Drew makes specific suggestions on handling price objections. Take a minute to read them.

Tags: sales

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