...objections about price are sometimes used as a convenient reason to object, but are really a smokescreen to mask other issues.
Everyone wants to find a good deal and feel like they are getting a good price. However, objections about price are sometimes used as a convenient reason to object, but are really a smokescreen to mask other issues. In these situations, it is important that you question your customer to determine what the underlying issue really is. At other times, however, the objections truly is all about price. In instances where the buyer is making his or her decisions on price alone, there may be little leeway for negotiation, and you may chose to walk away from the relationship.
ACTION POINT: Consider walking away when the only factor is price.
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