Role-Playing Module: Negotiating with a Rate-Conscious Customer
Lead this exercise using the facilitator’s guide, one team member assumes the role of the client while another plays the sales manager. A realistic scenario is provided that will stimulate a life-like negotiation discussion.
Your team will learn how to address a customer whose primary concern is rate, by tactfully deferring the discussion while keeping the sale alive – without lowering price.
(10–15 minutes)