Negotiate better by shutting your mouth and playing more golf w/ Luke Ruffing

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  Subscribe to The Customer Engagement Lab here and never wake up in a cold sweat worrying you missed an episode ever again. Listening on a desktop & can’t see the links? Just search for The Customer Engagement Lab in your favorite podcast player.