May 3, 2016 – Objections

Sometimes customers are solely focused on price. The figure attached to the dollar sign is all they can see, and the purchase decision is motivated primarily by the bottom line. In such instances, it can be tempting to immediately adjust your price downward in the hope of closing the deal. But negotiating on price need not always by your first approach; emphasizing value might convince your customer that the price you’ve offered for the tailored solution you have presented makes sense. Customers are often willing to pay more for a product or service that they believe is better than what the competition is offering.