PROTECT PRICE
What should come before a price concession
Discovery
The ECIR step that confirms the true cancellation driver
Isolate
Complete: Because of (VALUE), we can (SOLUTION), which means ___.
For you as a customer.
A competitor being cheaper is not automatically a reason to do this
Match price.
Name two things to seek for an adjustment.
Term, volume, expanded services
What should you reinforce before discussing price?
Value
What are we protecting while retaining the customer?
Price realization
What's the last-resort price move?
Partial rollback