Raise your hand if you get those dreaded calls, you know the ones that start with "what's your price?"
Our reflex is to react with a number, but it's better to respond by talking value.
1. Remind yourself that they are looking for a reason to buy from you.
2. Remind yourself that it's just a question.
3. Then have a conversation. Start by acknowledging that they are interested, then work to discover what's important to them.
"I'm glad you asked! We've got a range of offers, what's most important to you in a ______ company?"
4. After you use this technique the first time, hang up the phone and congratulate yourself. You just broke a habit! Rock on!!!