I love these words, because I know I have a fish on the hook and now it’s time to do my job.
The “job” is to establish value and once this happens the price objection goes away, fast…so get to work and focus your buyer on their challenges and how you can help them. Buyers don’t make decisions on price. I don’t care what they tell you. It’s just a game of poker and chess. If you are offering value you will make a deal, otherwise back to the drawing board.
Keep chipping away. Every sale makes the next one easier for everybody.
Brick
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