I can get it for less objection

What do you do in a situation like this? Do match the price?

The first thing I would do is make sure your talking apples to apples.

I agree... make sure you are comparing apples to apples.

With that said, if you are getting this resistance towards the end of the presentation it would signal that you have not built up enough value and/or difference in the prospects mind.

While you might not be able to salvage the current appointment you can use this informtion for future appointments and make sure it doesn't happen again.

Is "Matching Price" even an option? Typically, price is determined by several different factors each which is different from organization to organization.

For instance, "Costco" sells products/services at serious price reductions, if for no other reason, based on volume.

I doubt that standard retailers could compete with or "match" a wholesalers price without cutting into their margins.

This query on competitive lower price almost always invites the "apples for apples" cliche, which, interestingly, has now found its way into the negotiation language of more buyers than sellers.

That, in itself, is a good enough reason to drop it from our own language, unless, of course we ply our trade at a fruit stand.

"Apples for apples" is like a sweet skunk. There ain't no such thing; at least in the world of competitive selling.

Every person or company has a unique selling proposition (USP). The products might be identical in shape, size, taste, smell, color, and availability. But the competition hasn't got you to offer the customer. So all things are never equal. The field of battle is always in the mind of the customer. That is where you will win or lose the sale.

Quote:

Originally Posted by Gary Boye

...Every person or company has a unique selling proposition (USP). The products might be identical in shape, size, taste, smell, color, and availability. But the competition hasn't got you to offer the customer. So all things are never equal. The field of battle is always in the mind of the customer. That is where you will win or lose the sale.

Well put Gary. I have found that if a customer is leaning towards buying from someone else, it's good to arm them with questions to ask the other supplier. Especially if you know the other products lack of features.

Quote:

Originally Posted by Gary Boye

"Apples for apples" is like a sweet skunk. There ain't no such thing; at least in the world of competitive selling.

Isn't that the point?

Quote:

Originally Posted by SpeedRacer

I agree... make sure you are comparing apples to apples.

With that said, if you are getting this resistance towards the end of the presentation it would signal that you have not built up enough value and/or difference in the prospects mind.

While you might not be able to salvage the current appointment you can use this informtion for future appointments and make sure it doesn't happen again.

Speedy and Jolly R...Maybe I need to move in next to y'all at the farmer's market, but I thought you made a good point.

Quote:

Originally Posted by Newbie

What do you do in a situation like this? Do match the price?

"Mr. Prospect, I hear this from some of my friends: I can get this from Wal-Mart for less money.

And guess what? They keep going back to Wal-Mart to buy the same item again and again every 3-4 months, because for that low price this is how long the item lasts.

Trying to save money by buying the cheapest is the same retarded strategy as trying to save time by stopping your watch.

Also, what I have found over the years, smart executives know they get what they pay for.

Quote:

Originally Posted by Bald Dog

"Mr. Prospect, I hear this from some of my friends: I can get this from Wal-Mart for less money.

And guess what? They keep going back to Wal-Mart to buy the same item again and again every 3-4 months, because for that low price this is how long the item lasts.

What if this isn't the case?

For instance, through Costco you can buy automobile insurance from a well known company at a respectable discount.

I can get it for less objection

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