Price objections often mask the real obstacles that salespeople encounter. Despite the leading role that the paperboard packaging industry plays in the economic recovery, price resistance remains an obstacle for most salespeople. Is it possible that this highly anticipated objection is symptomatic of another problem? Salespeople expect price to be an issue and buyers rarely disappoint. The buyer's attitude is transparent: "Why not ask for a cheaper price? If I am able to lower my purchasing costs, that's a good thing. The worst thing that can happen is that the salesperson will say 'no' to my request."
展开▼
