Paul shares three ideas to overcome price objections from procurement. 

Show Notes:

Identify the root cause of the objection by asking the customer to clarify. There is nothing wrong with asking the buyer why.

Procurement managers are trained to ask for a discount until the seller says no.

“To me, this sounds like an attitudinal based objection” This buyer feels like they are entitled to a discount.

Demonstrate the fairness of your solution. “Buyers want a fair deal, not a discount.”

Incorporate other decision-makers and influencers. “There is one thing the buyer fears more than paying a higher price…”

Don’t give the 40% discount. They’re going to buy it!

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