At this point we've covered the steps to running a successful
service call.  You've established your own personal credibility,
the need, the sense of urgency, explained your pricing, quoted
more than the bare minimum, included a service agreement as part
of the list of things that need to be done above the first
subtotal of your "Paper Towel Close" and gone for your initial
close.  The customer responds that your price is too high. Now
what?  Is it the "price objection," or the "price complaint"?
When comments about money start, the first thing you need to do
is determine whether it's the "price objection" or the "price
complaint."  There are people who will always complain about
having to spend money, regardless of whether or not they're
getting a good deal. That's the "price complaint." The "price
complaint" is easier than the "price objection."  The "price
objection" means that they invest in the product or service, but
will more than likely buy it from someone they feel is offering
a lower price.  You do