Paul shares three ideas to overcome price objections from procurement.  Show Notes: Identify the root cause of the objection by asking the customer to clarify. There is nothing wrong with asking the buyer why. Procurement managers are trained to ask for a discount until the seller says no. “To me, this sounds like an attitudinal based objection” This buyer feels like they are entitled to a discount. Demonstrate the fairness of your solution. “Buyers want a fair deal, not a discount.” Incorporate other decision-makers and influencers. “There is one thing the buyer fears more than paying a higher price…” Don’t give the 40% discount. They’re going to buy it! Click here to purchase the latest copy of Value-Added Selling! Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you.  *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  Thank you for tuning in. Make it a big day.