One of the most discouraging questions a prospect or customer can ask you is the classic – How Much is It? or How Much Will This Cost Me? or What’s Your Best Price? – all before you are ready to discuss price.
GEEZ! Is there a secret code decision makers use to alert each other of a b2b sales person’s efforts to bring value to the table for establishing a fair price – a win-win for both parties?
While it could be you got in front of a fast paced individual who wanted to make a fast decision and needed a price for project comparison – OR – you could have run into some one who only wanted a reason to shoot down your offer since they knew who they really wanted to buy from at this time.
So, how do you delay the answer without aggravating the decision maker?