Customers hit hard by the economy over the last few years may
still be looking for ways they can to cut costs, which makes it
a good time for a refresher on dealing with price objections.
• Know your customer      The first step in winning the battle
over price is knowing your customer's business well, how they
operate and the market in which they compete. This allows you to
see where you can help the customer be more competitive and the
areas beyond price that individuals within the customer's
company see as valuable.    • Lay solid groundwork      Use
every opportunity to focus a customer's attention on the value
your distributorship provides. Schedule quarterly meetings with
customers to share information on suppliers, obtain feedback
from the customer regarding needs and your company's
performance, and gain insights on ways to make purchasing more
efficient. This reinforces your partner-like relationship to a
customer's business and differentiates you from competitors by
placing the focus on the value