What are some suggestions for creating alternative solutions that can add value?
• When the prospect finishes talking, it is a good practice to validate the problem, using a confirmation problem to isolate the true problem and reduce chance of misunderstanding. This is good because it gives personal attention to the problem, which pleases the customer and gains time to think about the best possible response.
• Best possible response is an alternative solution, known as logrolling. Many of customer's do not want to hear that there is only one way or a single solution. Additional issues can take the focus off price, and actually create value for the customer and possibly for the seller (e.g. delivery dates, financing, contract length, quality, exclusivity clauses, level of service support, and warranties)