Anchoring "We're looking to spend no more than $500,000 for this.

"

don't accept their number at face value. Ask how they came up with their number, and how it fits
with their budget. The goal is to uncover whether it's a real number or a ploy.

Whack Back "Your price is too high,"

Ask why. Listen fully as the buyer explains their objection, and ask permission to completely
understand the issue. What they say will dictate your response.

Sticker Shock "It costs how much?!"

Ignore their flinch and wait for any theatrics to die down. Ask why it seems high to them.
Often their reasoning is faulty, and you can open up a conversation based on what you find
out.

Cherry Picking "I know I told you our initial order would be 5,000 units with 5 components,
but we'll just need 500 units and 2 components at first. I did the division so the price should
be..."

Address the issue head on with a statement such as "I'll need to review the pricing based on
the new scope and terms."

Pencil Sharpening "You're going to have to do better than this. We need to get it for less."

Focus instead on asking questions such as, "Why?" and "What are you comparing us to?"
Hold your ground on differentiating the value you offer.

Going, Going, Gone "I will give it to a competitor by noon if you don't make this
concession."

Don't panic or reflexively drop the price. Stall for time to think. Ask for a few minutes to
disengage, saying something like, "I'm in the middle of something else right now. I can take a
look soon and call you back." Alternatively, you can ask, "So we'll know one way or another
after your meeting?" If the buyer says no, then it could be a bluff. If it's a yes, take time to
think and call back with a bargain you want. But be aware that this can be a power play on
their part. If you cave, they'll expect it in the future.