Handling objections!

by Don Sanders, 09/01/2002

One issue that comes up from time to time with new customers is the price of products. When we have left catalogs with first-time customers, they will frequently ask what we are going to charge them at the time they place an order. Obviously, we want them to pay what is shown in the catalog, so we have developed a clever reply to this price-oriented question. We say, and I am not kidding, " What would you like to pay?" Nine times out of ten, their reply is, "A fair price." With that response, the door is now open to tell them why we need to get the price shown in the catalog.

Moral of the story:

Quality and service always have value!