Fret-Free Tele-Selling for the Reluctant Rep
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latter.
Unfortunately, however assiduous you are in your preparation, there’s one barrier that you’ll almost invariably have to cross…
WE CAN’T AFFORD IT
You’ll hear it every day: Your price is too high; we don’t have that sort of cash in the budget; Joe Bloe is bigger, better, faster… cheaper. It’s a competitive world. Few folk nowadays will accept the first price they’re offered without quibble.
And, indeed, there’s a certain breed of consumer who buys only on price. Their credo ‘never mind the quality Madam feel the width’ – means there’s only one way to their hearts: through their pocketbooks. But if the prospect’s wavering – and price is the deciding factor – there are a few techniques you can use to tip them over. Here are just six:
? Sweeten the pill with easy payment terms.
? Offer
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