Question

Becoming a master in sales communication requires understanding how to approach social situations while being smooth in conversations. There are 6 major elements of effective sales communication; assertiveness, authenticity, open mindedness, empathy, clarity and listening. During the process of closing a major deal with one of your corporate clients, you received an e-mail from the client informing you that they are backing out of the deal with you because they found a much better price for the product you are selling them through a competitor. The deal is a very sizable one and you cannot afford to lose this client; however, based on your cost, the price you offered your client is the lowest you could afford to offer.

Draft a response to your client ensuring that you do not lose the deal without causing you to lose money. Be detailed and specific.

Answer 1

In response to a client planning to back out of a deal due to a competitor's lower prices, emphasize your strong communication skills and the importance of your relationship. Discuss additional value provided beyond pricing, such as support, reliability, and quality guarantees. Offer to revisit terms and tailor a solution to the client's needs.

Step-by-step explanation:

Dear valued client,

Thank you for your email and your honesty in sharing the competitive offer you have received. At our company, strong communication skills and building positive relationships with our clients are of the utmost importance. We understand that finding a cost-effective solution is key for your business. As such, I would appreciate the opportunity to discuss any additional value we can provide that may not be immediately apparent when just comparing prices. Our commitment to professional communication and etiquette ensures a collaboration that extends beyond just pricing. It includes dedicated support, reliability, and a quality guarantee that adds value in ways our competitors may not offer. Please allow us to revisit the terms and see if there's a package or a service that can balance out the overall cost considerations, delivering the best possible total value. I am here to listen to your needs and tailor a solution that aligns with them.

Looking forward to the possibility of continuing our partnership,

[Your Name]