8. Don’t lower your prices

A customer wouldn’t have met with you if they weren’t interested in your service or product. They’re already placing a higher value on what you’re selling, which is why they want it at a lower price. If they’re asking for you to bring the value of it down, a good follow up question is, “How long have you thought about purchasing this?”

For example, if you are running a dental office and your customer is interested in getting braces, but the cost is too expensive, you then follow up with, “How long have you been thinking about getting braces?” Another great question would be, “How can getting braces improve your life now?” Get them thinking of the many benefits they will receive.

If the price of your product is a premium compared to other similar products in the market, don’t lower the price of it. Increase the quality of your product, increase the quality of customer service, and if you’re shipping a product, have it delivered to their home in no longer than two days. People will gladly justify paying a premium price for great quality and service.