Bidding Against Yourself: “The You’ll Have to Do Better Game”
This is a favorite buyer approach (although anyone can use it), so if you’re selling, you need to be able to defend against it. If you’re buying, it’s a good one to use.
Let’s imagine a buyer whose company needs an automatic floor scrubber and a salesperson eager to make the sale. The list price for a full-sized floor scrubber is $7,000. However, since this equipment has a substantial margin, the salesperson can still make an acceptable profit at $5,000 (of course the buyer does not know this).
As a Buyer:
If you are the buyer, you will recall from our discussion in the section on setting the Maximum Supportable Position (MSP) that there are circumstances ...
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