Question 4: Your customer tells you \"We like youir product. But we can not affo
ID: 386993 • Letter: Q
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Question 4: Your customer tells you "We like youir product. But we can not afford to pay S2,000 for your product" How do you respond? Be specific. (12 points) Question 5 (10 points): Using rationale that you have picked up thru this class, answer the following. Please be specific on WHY you are answering the way you are answering, referencing class learning points or examples you have seen or information from our textbook You sell Dyno electric carts. You are selling this cart to the buyer of a large facility that covers 200 acres Which is the best technique for you to follow to make this sale? a) Let the prospect drive the cart and you stay behind b) You drive the cart and let the prospect ride along as you talk c) Leave the cart for a week Pick only one and explain why you are rightExplanation / Answer
4. This could be a situation where the customer is bluffing to get a discount or they genuinely don't have the budget. My first reaction would be to ask the customer, "Given the value of the product and long term-ROI, why do they feel they can't afford". The idea is to see if the customer is bluffing or not and try to find a reason for the statement made by the customer. As an initial reaction, one must not jump to offer discounts to make it more affordable for the customer. This effectively kills the negotiation power.
Post customer's response and understanding that they don't have a budget, we should ask, "what we can do to make the product more valuable to the customer". The customer may ask for a discount, however, we should remember an effective negotiation involves a give and take. If the customer requests a discount we must also propose a proposition such as "a longer contract for service" that gives us a longer relationship with the customer.
We must not offer discounts just to close the sale quickly as that becomes a norm then.
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