Dr. E.K. Strong wrote the book Psychology of Selling in 1927.  In his ground breaking tome he educated on: Closing Techniques Overcoming Objections The most common objection sales people get is, “can you do something about your price?” For decades a plethora of alternatives, techniques and manipulative steps were taught to sales people across the land. Not only do these technique drive the customer crazy, but they also speak to the outmoded selling practices of the  consultant, or executive. You see, if you connect with the customer at a deep, visceral level and discover their pain, passions, problems and priorities
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