Customer Requests Lower Price after Comparison Shopping

by Dave Kahle

Q.  Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us.  How would you handle that type of call?

A.  You mean this only happens occasionally?  I’ll bet thousands of my readers see it frequently.  Regardless, there are a number of things you can do.

           First, assess the validity of the customer’s comment.  Your question says that your customers “may say…” That implies that sometimes, at least, you think they are just saying it, and not meaning it.  So, you have to determine the likelihood that they really have seen the same thing at a lower price.

           If you think they are just making it up, and they really don’t have a lower-price option, then just diplomatically ignore it.  Say something like this, “I really don’t know what else is available, but I do know that this is a fair price.  Should I send you one or two?”

           You’ll never know if they are bluffing until you call their bluff.  It’s worth losing one or two to help you understand the reality of their comment.

           Second, if you think that they really do have another lower-price option, then you need to spend some time in preparation before you even make the call, so that you will have a strategy and set of techniques ready for this situation. 

Are you a Christian sales professional facing the unique challenges of navigating your career while staying true to your faith?

I understand.,  I almost lost my first professional sales position because I was a professing Christian. I realized then that being a Christian in sales was “going to be tricky.” 

That’s why I created "Bridging the Gap: Achieving Sales Success as a Christian," a transformative Zoom webinar at 12:30 PM (Eastern) on Friday, March 15^th.  I have designed it to equip you with the mindset, principles, and practices that will empower you to excel in your sales journey while staying true to your Christian values.

         During this interactive session, I will share invaluable lessons I've learned over my 35-year career in sales, offering insights that will revolutionize your approach to professional sales. Here's what you can expect to gain:

1. A Mindset Shift: Discover how to embrace a new perspective that will empower you throughout your career, allowing you to navigate the tension between the world's expectations and your faith-driven principles.

2. Overcome Hindrances: Uncover the biggest obstacles hindering your success. .

3. Guiding Principles: Learn two essential principles that will provide a solid foundation for organizing and directing your career, ensuring alignment with your Christian values.

4. Supercharge Your Success: Acquire two powerful practices that will take your sales performance to new heights, enabling you to achieve greater results while maintaining your integrity.

5. Valuable Resources: Access a collection of curated resources that will support and inspire you on your journey, providing ongoing guidance and encouragement.

       Don't miss out on this exclusive opportunity to network with other Christian salespeople and gain insights from someone who has successfully navigated the challenges you face. For just $47, you can make a remarkable investment in your career and personal growth.

         Join us today and take the first step towards a more fulfilling and prosperous sales career!

Register Here 

           Assess your position in the account.  Ask yourself these two questions: “Are you the preferred vendor?”  “If all things were equal, would they prefer to do business with you? “

           If the answer is “Yes,” and you are the preferred vendor, then that is usually worth at least 3%, but rarely more than 10%.  In other words, if your competitor can sell it for $100.00, but you are the preferred vendor, you can probably get $103.00, but probably not $110.00 for the same product. 

           So, you need to determine if you are the preferred vendor and, if so, how much is that worth to the customer.  Create a deal which, in effect, lowers the price to what you think you can get.  Have that deal, plus some language to offer it, ready for the situation.

           For example, you might say, “I understand that you may be able to purchase it for less.  Let me suggest this, when you buy it with item Y, we can provide it for $103.00 plus $8.00 for item Y.  That gives you a discount on our regular prices, plus a great buy on item Y.  Do you want to go ahead with that?” 

           That, of course, assumes that all things are equal.  The truth is that all things are rarely equal.  There is probably some reason... READ THE FULL ARTICLE HERE