Turn a Price Gap into Tradeables
Convert a price objection into tradeable terms that can expand the ZOPA.
A buyer says an $86,000 implementation is $14,000 too high, but a full discount would make the deal worse than the seller's BATNA. Convert price pressure into tradeables by asking what the gap protects. The common trap is treating 'too expensive' as a complete explanation and responding with a discount before learning the real constraint. Step 1 Ask: 'What does the $14,000 gap need to solve internally?' This turns a position into an interest. You need the reason before choosing the concession. Step 2 Identify the interest: approval threshold plus fear of implementation risk. Now the issue is not just…
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