B2B Lead Generation Articles on Price negotiation: when the prospect won’t buy today because your price is too high

• Price negotiation: when the prospect won’t buy today because your price is ...
  Inside Sales Tips Blog | Sep 08, 2010 | Permalink
  Marianne is an inside sales rep who's just landed a telesales job selling high-end graphics tools to developers. Many of these folks are already customers, and her job is to upsell and cross sell. And she's dealing with people that really need those upgrades, but can't find the budget. So they tell her to call back next quarter. Today's post is about how to deal effectively with that issue. When I mentioned Marianne's dilemma to a friend, he told me that one of his sales colleagues from years past had countered the "I can't afford it" sales objection with "You know what, Bob? You can't afford NOT to have it." Then the sales rep would discuss the reasons why. My initial reaction was that this was just another cheesy closing line from the past, hackneyed enough that you wouldn't use it t...
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