An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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"You'll get a lot of answers, and the most common one is, 'Tell me what it costs and I'll tell you if I can afford it.'" Felber explained that getting around this pat reply is sometimes as simple as saying, "Okay, you've got a $5,000 dollar budget?" If the client responds with something like, "Oh no I don't have that," then you can say "Okay, $2,000?" and so on.
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Michael Cornnell
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