Articles and Research
"I Want a Lower Price" - Part 2
Who doesn’t want a lower price? We would all like to get a lower price on everything thing we buy (brain surgery and parachutes being two obvious exceptions!). As a salesperson, that simple demand is probably the one you dread hearing themost. But, when you do hear it, what do you do? Simply lower your price?
The AGREE methodology has eight simple and effective strategies for dealing with this simple demand. The strategies are presented in order of increasing risk. Under each strategy are some sample statements, in quotes, you could say to put the strategy into action. Last month, we examined four strategies; what follows are the final four.