Using feel, felt and found to find your way to 'yes'

摘要

When the customer says "no" it's because they don't know enough of the benefits to say "yes". So, what happens next? In an industry that strongly advocates the use of process, what is your process when the customer says "no"? Should we look to make price concessions or re-visit the benefits and value delivered by the product? In the first instance, we recommend enhancing the customer's perceived value by re-visiting the associated product benefits.