So a client comes to you and says they found a cheaper offer.

Now what?

Do you send them on their way with hopes for the best? Or is this the beginning of a deeper conversation around the customer’s needs, finding the missing value point, and introducing the bucket tip?

When a customer approaches you with a cheaper option, it’s typically just the tip of the iceberg. If you want to keep the sale, you have to find the root of the cause.

Stop solving ghost problems and start dealing with the corpse in the ground.

Luke Ruffing, Co-Founder of SalesCast, joins to show to discuss:

• Ghost objections and how to dig deeper
• Negotiating an insane commission structure
• Roleplaying part-time sales & part-time golf