Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 3

During negotiation, buyers make all kinds of statements. What would be your response to the following, assuming each occurred early in the meeting?
a. We refuse to pay more than $15,000 each. That's our bottom line-take it or leave it!
b. Come on, you've got to do better than that!
c. You know, we're going to have to get anything we decide here today approved by our international headquarters before we can sign any kind of a contract.
d. One of our buyers can't make it here for another hour. But let's go ahead and get started and see what progress we can make.
e. Tell you what, we need to see a detailed cost breakdown for each individual item in your proposal.