Tomorrow I will be purchasing my new vehicle. I have certainly been reminded of sales techniques good and bad along the way, but the one that sticks out most in my mind is from yesterday. One of the more aggressive sales people called me on the phone. When I politely informed her that I had decided to go a different way she asked why and I explained. Her response was to try to offer me an additional discount. What's wrong with that approach? The problem is that my objection was not one of price. As a matter of fact they already had offered me the lowest price on the vehicle, lower by several hundred dollars than anyone else. When I explained why I was choosing to go with a different dealer and she offered to lower my price it clearly conveyed that she wasn't attentive to me needs.
So often the objections that we face are based on price (of perceived value to be more accurate), but not always. Sometimes if you order vanilla and you get chocolate getting a dollar off is fine, more often than not you really want vanilla. Think about how much money you could potentially lose for the company you work for or run if you throw money at problems when it is not needed.
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