Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 16

You have been describing to a retail security officer and his boss a new security camera that your firm just introduced. The camera has tracking features that make it easier for security officers to review tapes. The security officer says, "I would really like that!" The boss says, "Well, if it's what you think we need, OK. How much does it cost " At your reply, "This one is $2,498," the boss exclaims, "For that little thing " What should you say or do