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Negotiating price with your customers

Successful negotiation with your customers is key to maintaining strong and mutually beneficial relationships.

Even if you have mastered your sales approach, it is likely you will come across customers hunting for a better deal. Here are three ways to negotiate with your customers for a win-win solution:

Ask questions
Asking the customer questions shows your interest in understanding, and most importantly, addressing their needs and concerns. It also demonstrates that you are willing to come to a compromise. When trying to uncover the customer’s problems, spend time asking questions but let them do most of the talking.

Build rapport
Showing a level of respect and care for the customer is a critical factor in effective negotiation. Try to establish a good relationship before entering the negotiation and remain calm during the negotiation process. Be sure to emphasise how much you value your relationship with the customer and follow-up after the negotiation.

Make reasonable concessions
Before entering the negotiation, think about concessions which wouldn’t cost you much but would bring a lot of value to your customer. Going into the negotiation with a clear idea of how much you are willing to negotiate helps to avoid making unnecessary concessions at the last-minute.

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News

Tax on super death benefits for dependants vs non-dependants

July 9, 2020

A super death benefit is the super paid after a person’s death, usually to a nominated beneficiary. These benefits are subject to different tax treatments, depending on whether the beneficiaries are dependant or non-dependant.

Superannuation death benefits will generally be received tax-free by tax dependants, who are considered to be:

Dependants will not have to pay tax on the tax-free component of their super in the event that they:

However, they will be taxed at their marginal rate if they receive a capped benefit income stream and:

Not all super death benefits are subject to tax; for non-dependants, there is a taxable portion. This component is largely made up of after-tax super contributions that the deceased member has made.

Super death benefit payments are subject to tax when:

Non-dependants must calculate how much money in the super account is a:

The amount of tax non-dependants pay will be based on their marginal tax rate, however, this amount may be reduced by tax offsets. For the taxed element of the taxable component, the effective tax rate is your marginal tax rate of 17% (whichever is lower). For the untaxed element of the taxable component, the effective tax rate is 32% or your marginal tax rate (whichever is lower).