1:07
When a buyer asks for a lower price, say "I guess it depends" and ask what competitor they're comparing to. Then surface the differences in service and quality to shift them from chasing cheap toward getting what they actually need.
When a buyer asks for a lower price, say "I guess it depends" and ask what competitor they're comparing to. Then surface the differences in service and quality to shift them from chasing cheap toward getting what they actually need.
Hey, can you give me a cheaper price on this? Well, I mean, it depends. And you, you must have asked me that for a reason. Don't say yes or no. Just say, well, I guess it depends. And you must have asked me that for a reason. Like, what's, what's going on? Let's say that they said, oh, XYZ company offered it for 10% less. Oh, yeah? What specifically did they offer you? Now, why would I want to ask that question? In that scenario, they might have offered them something different. Maybe it's the same thing that you do, but it has less service options, the quality of the product's really, really bad. Like, you just got to find out what they actually offer, that they come back and say, well, you know, I'm not really sure. Well, if you really thought about what did they actually offer you? Oh, they offered us this, they offered that. Then we say, yeah, I mean, they're. They're a fairly decent company. I mean, it just depends on the results you're looking for. Then you're going to stop. And they're always going to say, well, what do you mean? Well, I guess what I'm meaning is, is the cheapest price the most important thing to you or actually getting XYZ result and you're going to repeat back the result they said they wanted. Now, notice I said is the cheapest. Does cheapest sound like a good thing? Like it's cheap? Nobody likes something that's cheap.
