JEWELRY-RETAIL-MANAGEMENT5 MIN READ
Handle 'cheaper online' with value
Respond to an online-price objection by naming functional, emotional, and confidence value.
Daniel D diamond stud customer 01 Validate 02 Compare 03 Value The online comparison 30 sec Scenario Daniel shows an online pair of diamond studs that appears $650 cheaper than the pair in your case. If you defend too fast, the customer hears self-interest instead of expertise. The formula 1 min Elements of Value Validate -> Complete the comparison -> Name relevant value
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