Today, most customers search the web, read blogs, forums & group discussions, ask questions in their social networks, join on-line communities, and, in the end, know very well what they want, where to buy, and most important how much to pay. The bigger the purchase, the more completely the customer educates him/herself. So, like that bad penny that keeps turning up, the objection about PRICE will keep coming your way. This difficult objection, one that is not easy to handle without some thought, comes flying out of nowhere (it seems) and you have to respond. Griff has some ideas on handling the price objection.
Handling the Price Objection
Article by Jim Smith
Jim has written 307 management consulting articles.
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I wrote a similar blog on this subject but you nailed it here.
I enjoyed your blog.