Probably one of my shortest blogs in sometime.
The client is an existing account and I inherited the client from another rep that is long gone. In recent years I've been able to upgrade them with no issues, no complaints and price was never an issue as long as it was not more than what they were paying for MFPs.
In the last week I was asked to quote two non imaging devices for two of their locations. Thus, there was no replacement of an existing device and I was asked to provide both leasing and purchase.
Within a week the client agreed to lease the equipment that was on the proposal. Thus, order docs and a lease doc went out the next day. The client raised one question about delivery which was answered to their satisfaction.
Today, I received an email with the signed order docs and no lease. A few minutes later I received another email that stated, "your price is kind of high and is this your best price?". My first thought is that the client checked some pricing on the web and yes I had decent GP, not stupid GP but something I was happy with for what was ordered. For a moment I thought about offering something a little bit better to appease them, and then I replied via email, "high compared to what", along with a note that stated the leasing companies charge interest and at the end of the term and you will own the devices. This should smoke out the objection, within 30 minutes I received another email with the signed lease and note in the email that stated, "if you don't ask you don't get." with a smiley face.
My prices were not checked, nor did the client have a price in mind, the client was putting out "your price is kinda of high" to get a response.
-=Good Selling=-
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