DeWese--A (Ma?ana) Man Who Can't Say No

In order to overcome price objections, you have to keep the buyer talking and revealing things to you. You should be asking a long series of "what if" questions to get at how you might add value that overcomes that 20-percent difference. The most important task is, however, the need to keep them talking. As soon as you "resign" from a pricing objection, you are dead meat.