What changes in your organisation would create the greatest advantage for you?


The cost of getting the selection wrong could be as high as seven times the annual salary, if not more

Coach or Train

What skills do your people need to make the greatest sustainable improvement?

Just give us your BEST price

What do you say when the customer says 'just give us your BEST price'?

Typically when handling an objection the best approach is to

  • Acknowledge that you heard them.
  • Reassure them it is a valid response and you are OK with it.
  • Ask questions, probe behind the stall, start a conversation, draw them out.
  • Only once you have a real question or concern to handle can you make progress.
  • Then BEFORE you answer the question or concern confirm there is nothing else preventing a sale.

So it might go something like this

Them:Just give me your BEST price?”
You:  “Of course price is important – what do you mean by best price?”
Them: “the lowest of course”
You: Apart from price – what other things do you need to consider?”
Them: “It is just about the price – what is your best price?”

Some options are…

One - humour
You: “I wish I could – that is reserved for our BEST customers and I don’t know enough about the business you are suggesting to determine if you could qualify – may I ask a few more questions in order to find out..?

Two – Give me a clue
You: It is tough for me to hit a target I can’t see – what did you have in mind?”
Them:You are about 15% out”
You: “If I can prove to you that there are aspects of our proposal that more than delivers 15% extra value would you be prepared to go ahead?”
Them:OK – prove it…”

Three - Price is only a function of quality and service
You: “Price is only a function of quality and service; if I could understand your requirements in those areas I might be able to adjust our proposal; what I can’t do is offer you the higher quality and the higher level of service that I’d like at a sub-standard price. Apart from price what else is it important for you to consider..?

Four – Ask them to give you something of value
You: Which aspect of our proposal should I leave out..?
Them: No I need everything – just at a lower price
You: OK everything has a value – if I could find a way to reduce the price to XXX while keeping to the current proposal – would you be willing to do YYY for me..? (Increase size of order / increase order frequency / pay early / pay in advance / give six referrals to other companies or departments = things of equal or greater value to you)

Want to talk about other objections and answers..? Contact me


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