"Is that your best price?"
"What would you do for me on this?"
"$150? Would you take $100?"
Why some dealers might be underestimating their customers’ willlingness to spend money.
No matter if you’re a weekend show warrior or a big time dealer, If you’re not willing to take time to win a customer’s heart, you’re losing money.
Jeffrey Gitomer, who runs seminars on selling and customer service, is also a sports memorabilia collector. He’s one of those who likes to negotiate, but doesn’t run from a firm price if the dealer proves he’s fair.
He has some thoughts on how to win over customers who might actually be willing to pay the sticker price you’ve just dropped.