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?"
HENRY FORD (1863 - 1947 )
American industrialist, inventor
• "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?"
HENRY FORD (1863 - 1947 )
American industrialist, inventor
