Cease showing new products when it appears
that the prospect has been given ample selection.
o Remove products that the prospect does not
seem genuinely interested in.
o Place unwanted products aside and concentrate
on products the prospect seems to be definitely
interested in.
o
"Your price is too high!"
Confirm that
price is the only
Problem
"Is there anything else beside price that is
holding you back?"
o "If the price were better then could we do
business right now?"
The prospect
should make an
offer
"What did you have in mind?"
o "What can your budget spare?"
Confirm the offer
o No matter what it
is.
o Do not commit
yourself.
o
o
o
o
"If I can get you that price then can we do
business immediately?"
If the prospect responds
"Then there must be something else. Can I ask
what it is?
o Then handle that objection.
o Price may never come up again.
o
No
Recognize that you prospect is committed.
o You may or may not be able to negotiate.
o You can chose
Calculate the price difference and reduce
Haggle
Don't give in untill the contract is filled out and
ready to sign
o
Yes
I want to think it over
I want to sleep on it.
Agree and
complement
"I can understand that."
o "I'd do the same thing myself?"
Start packing up
"I am sure that you'll have some questions for me
as you think it over, won't you?"
o