A prospect calls a sales rep at a consulting firm. As the prospect listens to her sales pitch, he keeps pushing back that the price is higher than most.

A prospect calls a sales rep at a consulting firm. As the prospect listens to her sales pitch, he keeps pushing back that the price is higher than most. What should the rep do?

  1. Agree that her company’s services are expensive but promise that they’ll solve his problems
  2. Ask him to hold and check with her supervisor if she can offer a discount
  3. Ask him what price he would consider fair and reasonable
  4. Ask him to set aside price for now to see if the services are a good fit
  5. Point out that if he did his research, he knows that her company’s services are better than those of competitors

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