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Employee Development, Management, Nolan Knight, SCMG, Scott Sensat, Tim Shank

Overcoming the "Price" Objection

We often assume customers are price-sensitive when 85% of them are not. Sadly, we’ve trained many of those 85% to be price-sensitive by being too quick to negotiate rates, by offering less than remarkable service and by not building relationships. If customers were price-sensitive there would be no such thing as Starbucks Coffee. Bottled water would be non-existent and Disney World would be nothing more than an idea that never got off the ground.

Bottom line… if you’re getting the price objection more than 15% of the time, your customers aren’t objecting to price they are objecting to the relationship and your service. Build the relationship, be remarkable and the so-called “price” objection goes away.

About SCMG

Vision Implementers with strong opinions on Leadership, Management and Employee Development. Helping organizations and people “get it” for over 20 years. Visit our website at to learn more about us.


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