By Dave Kahle
Q. What is the best way to deal with a customer who only wants to hear lower prices?
A. First, let me question the accuracy of your interpretation. There are very few customers who only want lower prices. One of the reasons why we hear “lower prices” from many customers is that we haven’t given them a reason to spend more. Are you really convinced that the customer doesn’t care about anything except lower prices? Before I can answer the question, you need to answer these:
