Be salesReady™
Be salesReady™

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Part five: "what can you do for me on the price?" responses

A few starting points for responding to the discount inquiry from prospects and customers…

•  "Are you considering purchasing several?"

•  "I have a great deal of flexibility for multiple buys but not on single purchases. Let's take a look at your plans in the longer term and see if there's something we can do to save you a little bit of money."

•  "I won't be able to offer a discount now without [increasing the delivery time, decreasing the volume, removing the benefit of the X, etc.]. Is [issue] necessary right now?"

•  "Our prices are firmly set based on specific cost structures that limit our discount flexibility. Is there a price you feel is more appropriate?"

"Before everything else, getting ready is the secret of success."
HENRY FORD (1863 - 1947 )
American industrialist, inventor

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SALESTOUGH™ ('sAlz - tuf): adjective

  1. characterized by uncompromising determination
  2. resilient
  3. relentlessly prepared, objective and service-oriented

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  • Opening statement guide
  • Networking guide
  • Closing checklist
  • Top 30 open-ended questions for those in sales
  • The classic 1500-word essay on initiative and responsibility, A Message to Garcia

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